122 Crposug

Oracle® Channel Rebate and Point-of-Sale
Management
User Guide
Release 12.2
Part No. E49077-09
September 2018
Oracle Channel Rebate and Point-of-Sale Management User Guide, Release 12.2
Part No. E49077-09
Copyright © 2004, 2018, Oracle and/or its affiliates. All rights reserved.
Primary Author: Prashanti Gajjala
Contributor: Archana Vadya, Joshua Mahendran, Ranjith Sundaram, Samir Agrawal
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Contents
Send Us Your Comments
Preface
1 Introduction
Overview.................................................................................................................................. 1-1
Customers............................................................................................................................1-1
Products and Price Lists.......................................................................................................1-1
Quotas..................................................................................................................................1-1
Budgets................................................................................................................................ 1-2
Account Manager.................................................................................................................1-2
Trade Planning and Offers...................................................................................................1-2
Campaigns and Programs....................................................................................................1-2
Point-of-Sale.........................................................................................................................1-2
2 Customers
Overview................................................................................................................................... 2-1
Organization and Person...........................................................................................................2-1
Creating an Organization.....................................................................................................2-4
Viewing Organization and Person Information...................................................................2-5
Accessing Customer 360 View............................................................................................. 2-5
Creating a Person.................................................................................................................2-6
Creating and Managing Customer Groups or Lists................................................................. 2-6
Creating and Managing Segments............................................................................................2-6
Overview............................................................................................................................. 2-6
Hierarchies...........................................................................................................................2-7
iii
Creating a Segment.............................................................................................................. 2-7
Creating and Managing List Imports........................................................................................2-9
Overview............................................................................................................................. 2-9
Rented vs. Purchased Lists................................................................................................ 2-10
Importing a List................................................................................................................. 2-10
3 Products and Price Lists

Overview................................................................................................................................... 3-1
Managing Products................................................................................................................... 3-1
Managing Price Lists................................................................................................................. 3-2
Creating a Price List............................................................................................................. 3-3
Defining Market Eligibility............................................................................................3-3
4 Quotas and Quota Allocation

Overview................................................................................................................................... 4-1
Process Flow........................................................................................................................ 4-2
Market Eligibility, Product Eligibility, and Product Spread................................................ 4-3
Org-Striping In Quota Allocation........................................................................................ 4-6
Quota Approval and Statuses.............................................................................................. 4-7
Top-down Bottom-up Allocation.........................................................................................4-8
Quota Allocation Views....................................................................................................... 4-8
About Notes, Team, and Product Options.................................................................... 4-9
Creating and Managing Quotas and Quota Allocations........................................................ 4-10
Creating a Quota................................................................................................................4-10
Using the Quota Creation Public API................................................................................ 4-11
Updating Market Eligibility for a Quota............................................................................4-11
Updating Products for a Quota..........................................................................................4-12
Generating and Modifying a Product Spread.................................................................... 4-12
Submitting a Quota for Approval...................................................................................... 4-13
Approving a Quota............................................................................................................4-13
Adding or Removing Users............................................................................................... 4-14
Creating a Quota Allocation.............................................................................................. 4-14
Submitting a Change Request For Top-down, Bottom-up Allocation............................... 4-15
Updating a Request Submission For Top-down, Bottom-up Allocation............................4-16
Approving a Quota Allocation.......................................................................................... 4-16
Searching for Quotas..........................................................................................................4-17
Advanced Search............................................................................................................... 4-17
5 Budget Management
Budget Overview.......................................................................................................................5-1
iv
Budget Management Components........................................................................................... 5-2
Creating a Budget...................................................................................................................... 5-3
Budget Tree..........................................................................................................................5-4
Fixed Budget........................................................................................................................ 5-4
Fully Accrued Budget.......................................................................................................... 5-5
Budget Category.................................................................................................................. 5-8
Budget Thresholds............................................................................................................... 5-9
Org-Striping in Budgets....................................................................................................... 5-9
Impact of Org-Striping on Budgets............................................................................. 5-10
Creating a Fixed or Fully Accrued Budget.........................................................................5-10
Adding Budget Thresholds ...............................................................................................5-11
Releasing or Reserving Holdback Amount........................................................................5-12
Defining Eligibility.............................................................................................................5-12
Defining Market Eligibility..........................................................................................5-12
Defining Market Eligibility for a Fixed Budget..................................................... 5-14
Defining Market Eligibility for a Fully Accrued Budget....................................... 5-14
Defining Product Eligibility........................................................................................ 5-15
Updating Products for a Fixed Budget................................................................. 5-15
Updating Products for a Fully Accrued Budget....................................................5-16
Budget Offer Validation.....................................................................................................5-16
Copying and Deleting Budgets.......................................................................................... 5-18
Approving a Budget................................................................................................................ 5-18
Understanding the Budget Approval Process....................................................................5-18
Initiating Budget Approval................................................................................................5-21
Performing Budget Approval............................................................................................ 5-21
Allocating a Budget ................................................................................................................ 5-21
Understanding the Budget Allocation Process.................................................................. 5-22
Top-down Bottom-up Budgeting.......................................................................................5-25
Creating a Budget Allocation.............................................................................................5-26
Submitting a Budget Allocation Change Request.............................................................. 5-27
Approving a Budget Allocation Change Request.............................................................. 5-28
Activating a Budget Allocation..........................................................................................5-28
Utilizing a Budget................................................................................................................... 5-29
Overview........................................................................................................................... 5-29
Understanding Budget Requests and Transfers.................................................................5-31
Creating a Budget Request.................................................................................................5-32
Creating a Budget Transfer................................................................................................ 5-33
Approving a Budget Request.............................................................................................5-33
Linking Budgets for Mass Transfer....................................................................................5-33
Adjusting a Budget Using Recalculated Committed..........................................................5-34
Viewing Recalculated Committed..................................................................................... 5-36
v
Understanding Budget Adjustments................................................................................. 5-36
Creating a Budget Adjustment.......................................................................................... 5-38
Adjusting for Off-Invoice Offers........................................................................................ 5-39
Adjusting for Accrual Offers..............................................................................................5-40
Accrual Offer............................................................................................................... 5-40
Lump Sum Offer......................................................................................................... 5-41
Scan Data Offer........................................................................................................... 5-42
Volume Accrual Offer................................................................................................. 5-43
Adjusting for Off-invoice Discounts.................................................................................. 5-43
Basic Accounting for Accrual Offer Adjustments.............................................................. 5-44
Advanced Accounting for Accrual Offer Adjustments......................................................5-45
Understanding Budget Reconciliation................................................................................... 5-46
Reconcile Unutilized.......................................................................................................... 5-46
Reconcile Unutilized and Unpaid Earnings.......................................................................5-47
Reconciling a Budget......................................................................................................... 5-48
Understanding Budget Tracking............................................................................................ 5-49
Budget Checkbook View....................................................................................................5-50
Viewing Budget Transaction and Offer Details................................................................. 5-51
Budget Utilization Views................................................................................................... 5-52
Rollup and Self Views........................................................................................................5-55
Offer Checkbook................................................................................................................ 5-56
Customer Budget View......................................................................................................5-57
Budget Search.................................................................................................................... 5-58
Order Details..................................................................................................................... 5-59
6 Trade Planning and Offers

Overview .................................................................................................................................. 6-1
The Offer Process...................................................................................................................... 6-2
Offer Creation........................................................................................................................... 6-3
Offer Types.......................................................................................................................... 6-4
Accrual Offer................................................................................................................. 6-5
Lump Sum Offer........................................................................................................... 6-5
Net Accrual Offer.......................................................................................................... 6-6
Off-Invoice Offer........................................................................................................... 6-6
Order Value Offer......................................................................................................... 6-6
Promotional Goods Offer.............................................................................................. 6-6
Scan Data Offer............................................................................................................. 6-7
Terms Upgrade Offer.................................................................................................... 6-7
Trade Deal..................................................................................................................... 6-8
Volume Offer.................................................................................................................6-8
vi
Single Volume Offer with Multiple Rate Structures............................................... 6-9
Creating a Volume Offer.........................................................................................6-9
Creating a Discount Table................................................................................ 6-9
Defining Market Eligibility and Options........................................................ 6-10
Defining Multiple Discount Tables.................................................................6-11
Volume Offer (Non Retro) Tier Adjustment...................................................6-12
Qualifiers........................................................................................................................... 6-12
Web Offers......................................................................................................................... 6-13
Web Image.................................................................................................................. 6-13
Web Text..................................................................................................................... 6-14
What You Can Do........................................................................................................6-14
Seeded Click-Through.................................................................................................6-14
Creating a Click Through Destination for a Web image or Web Text......................... 6-15
Modifying a Web Image or Web Text..........................................................................6-17
Discount Level and Tiers................................................................................................... 6-18
Org-Striping in Offers........................................................................................................ 6-19
Global Flag on Pricing Related Objects....................................................................... 6-19
Impact of Org-Striping on Offers................................................................................ 6-20
Creating an Offer............................................................................................................... 6-21
Other Offer Creation Conditions................................................................................. 6-23
Using an Existing Offer............................................................................................... 6-25
Defining Qualifiers and Discount Rules...................................................................... 6-25
Qualifiers and Discount Rules for Other Offer Types........................................... 6-26
Vendor Rebate on Offers............................................................................................. 6-27
Defining Market Eligibility..........................................................................................6-27
Market Eligibility Procedure.................................................................................6-29
Defining Market Options............................................................................................ 6-30
Approving a Volume Offer......................................................................................... 6-32
Monitoring Account Status......................................................................................... 6-32
Defining Modifiers and Payment Options.................................................................. 6-33
Payment Options.................................................................................................. 6-35
Procedure..............................................................................................................6-36
Defining Performance Rules........................................................................................6-37
Procedure..............................................................................................................6-39
Defining Offer Limits and Price Lists.......................................................................... 6-40
Procedure..............................................................................................................6-42
Adjusting Offers.......................................................................................................... 6-42
Adjusting Volume Offers...................................................................................... 6-45
Procedure..............................................................................................................6-45
Approving Offer Adjustments.............................................................................. 6-46
Searching for Offers.............................................................................................. 6-47
vii
Offer Forecasting.....................................................................................................................6-49
Offer Forecasting to Execution Process.............................................................................. 6-50
Creating and Editing an Offer Forecast............................................................................. 6-54
Selecting a Forecast Basis.............................................................................................6-56
Creating a Forecast Version.........................................................................................6-57
Calculating ROI........................................................................................................... 6-57
Viewing the Manufacturer's ROI Calculator............................................................... 6-58
Offer Funding..........................................................................................................................6-59
Requesting Funding For an Offer...................................................................................... 6-60
Creating a Budget Transfer From an Offer........................................................................ 6-60
Offer Approval........................................................................................................................ 6-61
Understanding the Offer Approval Process.......................................................................6-61
Offer Statuses.....................................................................................................................6-62
Budget-Offer Validation.................................................................................................... 6-64
Submitting an Offer for Approval..................................................................................... 6-64
Approving an Offer........................................................................................................... 6-65
Offer Execution....................................................................................................................... 6-65
7 Point-of-Sale Management
Overview................................................................................................................................... 7-1
Using Point-of-Sale Data for Volume Offers........................................................................... 7-2
Org-Striping.............................................................................................................................. 7-3
Impact of Org-Striping on Point-of-Sale Management.........................................................7-3
Chargeback and Third Party Accruals...................................................................................... 7-4
Understanding Chargebacks................................................................................................7-4
Process Flow..................................................................................................................7-5
Chargeback Submission................................................................................................ 7-6
Chargeback Validation.................................................................................................. 7-9
Chargeback Tolerances................................................................................................7-10
Chargeback Reconciliation.......................................................................................... 7-11
Chargeback Settlement................................................................................................7-14
Chargeback Statuses....................................................................................................7-16
Understanding Third Party Accruals.................................................................................7-16
Process Flow................................................................................................................7-17
Working With Chargeback and Third Party Accrual Transactions....................................... 7-19
Importing a Transaction Through WebADI.......................................................................7-20
Batch Details...................................................................................................................... 7-21
Viewing and Updating Batch Lines................................................................................... 7-21
Processing a Submission.................................................................................................... 7-22
Initiating Payment for a Transaction..................................................................................7-23
viii
Indirect Inventory Tracking....................................................................................................7-24
Adjusting Indirect Inventory............................................................................................. 7-25
Inventory Summary...........................................................................................................7-25
Special Pricing Requests and Soft Funds............................................................................... 7-26
Understanding Special Pricing.......................................................................................... 7-26
Process Flow................................................................................................................7-26
Special Pricing Request Submission............................................................................ 7-28
Special Pricing Request Approval............................................................................... 7-29
Offer Creation and Sourcing....................................................................................... 7-29
Special Pricing Request Settlement..............................................................................7-30
Special Pricing Request Statuses..................................................................................7-31
Understanding Soft Funds................................................................................................. 7-31
Process Flow................................................................................................................7-33
Fund Requests Statuses............................................................................................... 7-34
Working with Special Pricing Requests and Soft Funds ................................................... 7-35
Creating and Submitting a Special Pricing Request.................................................... 7-36
Viewing and Editing Special Pricing Request Details................................................. 7-36
Creating and Submitting a Fund Request................................................................... 7-37
Viewing and Editing Fund Request Details.......................................................... 7-38
Approving or Reassigning Special Pricing or Fund Requests..................................... 7-38
Approving Requested Special Pricing or Soft Fund Budget........................................7-38
Submitting a Special Pricing Request or Fund Request Claim.................................... 7-39
Settling a Special Pricing or a Fund Request Claim.....................................................7-39
Viewing Claims and Budgets Associated With a Special Pricing or a Funds Request
.....................................................................................................................................7-39
Deduplicating Customer Data................................................................................................ 7-40
Referrals...................................................................................................................................7-41
Process Flow...................................................................................................................... 7-41
8 Account Manager Dashboard

Overview................................................................................................................................... 8-1
Account Manager Flow............................................................................................................. 8-1
Account Manager Components.................................................................................................8-2
Quota Allocation..................................................................................................................8-2
Target Allocation................................................................................................................. 8-2
Account Planning................................................................................................................ 8-3
Offer Creation and Execution.............................................................................................. 8-3
Performance Tracking..........................................................................................................8-3
Retail Execution Monitoring................................................................................................ 8-3
Using the Account Manager Dashboard...................................................................................8-3
ix
Personalizing the Dashboard and Related Links................................................................. 8-4
Account Manager Dashboard Regions................................................................................ 8-4
Trade Planning Thresholds..................................................................................................8-6
Audit Retail Conditions....................................................................................................... 8-6
Viewing Budget and Claim Summary Reports.................................................................... 8-8
Personalizing the My Accounts and My Products View......................................................8-8
Offer Evaluator and Offer Worksheet...................................................................................... 8-9
Understanding Offer Evaluator and Offer Worksheet.........................................................8-9
Searching for and Copying Offers..................................................................................... 8-10
Lump Sum Offer Type................................................................................................ 8-11
Scan Data Offer Type...................................................................................................8-11
Net Accrual Offer Type............................................................................................... 8-12
Creating Offers Using the Offer Worksheet.......................................................................8-13
Using the Discount Calculator........................................................................................... 8-15
Quota Allocation..................................................................................................................... 8-15
Target Allocation............................................................................................................... 8-16
Understanding Target Allocation................................................................................8-16
Viewing and Modifying a Target Allocation............................................................... 8-17
Viewing the Product Spread........................................................................................8-18
Account Planning.................................................................................................................... 8-19
Overview of Account Plan................................................................................................. 8-19
Displaying Offers In a Gantt Chart.................................................................................... 8-20
Viewing Account Budget Utilization Details..................................................................... 8-20
Viewing Sales Graphs of an Account................................................................................. 8-22
Adding a Note to an Account Plan.................................................................................... 8-22
9 Campaigns and Programs

Overview of Campaigns and Programs.................................................................................... 9-1
Understanding Campaigns....................................................................................................... 9-1
Components of a Campaign................................................................................................ 9-2
Working with Campaigns....................................................................................................9-2
Understanding Programs.......................................................................................................... 9-2
Index
x
Send Us Your Comments
Oracle Channel Rebate and Point-of-Sale Management User Guide, Release 12.2
Part No. E49077-09
Oracle welcomes customers' comments and suggestions on the quality and usefulness of this document.
Your feedback is important, and helps us to best meet your needs as a user of our products. For example:
• Are the implementation steps correct and complete?
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xi
Preface
Intended Audience
Welcome to Release 12.2 of the Oracle Channel Rebate and Point-of-Sale Management User
Guide.
See Related Information Sources on page xiv for more Oracle E-Business Suite product
information.
Documentation Accessibility
For information about Oracle's commitment to accessibility, visit the Oracle
Accessibility Program website at http://www.oracle.com/pls/topic/lookup?
ctx=acc&id=docacc.
Access to Oracle Support

Oracle customers that have purchased support have access to electronic support
through My Oracle Support. For information, visit http://www.oracle.
com/pls/topic/lookup?ctx=acc&id=info or visit http://www.oracle.com/pls/topic/lookup?
ctx=acc&id=trs if you are hearing impaired.
Structure
1 Introduction
2 Customers
3 Products and Price Lists
4 Quotas and Quota Allocation
5 Budget Management
6 Trade Planning and Offers
7 Point-of-Sale Management
8 Account Manager Dashboard
9 Campaigns and Programs
xiii
Related Information Sources
Integration Repository
The Oracle Integration Repository is a compilation of information about the service
endpoints exposed by the Oracle E-Business Suite of applications. It provides a
complete catalog of Oracle E-Business Suite's business service interfaces. The tool lets
users easily discover and deploy the appropriate business service interface for
integration with any system, application, or business partner.
The Oracle Integration Repository is shipped as part of the Oracle E-Business Suite. As
your instance is patched, the repository is automatically updated with content
appropriate for the precise revisions of interfaces in your environment.
Online Documentation
All Oracle E-Business Suite documentation is available online (HTML or PDF).
• PDF - See the Oracle E-Business Suite Documentation Library for current PDF
documentation for your product with each release. The Oracle E-Business Suite
Documentation Library is also available on My Oracle Support and is updated
frequently
• Online Help - Online help patches (HTML) are available on My Oracle Support.
• Release Notes - For information about changes in this release, including new
features, known issues, and other details, see the release notes for the relevant
product, available on My Oracle Support.
• Oracle Electronic Technical Reference Manual - The Oracle Electronic Technical

Reference Manual (eTRM) contains database diagrams and a detailed description of
database tables, forms, reports, and programs for each Oracle E-Business Suite
product. This information helps you convert data from your existing applications
and integrate Oracle E-Business Suite data with non-Oracle applications, and write
custom reports for Oracle E-Business Suite products. The Oracle eTRM is available
on My Oracle Support.
Guides Related to All Products
Oracle E-Business Suite User's Guide

This guide explains how to navigate, enter and query data, and run concurrent requests
using the user interface (UI) of Oracle E-Business Suite. It includes information on
setting preferences and customizing the UI. In addition, this guide describes
accessibility features and keyboard shortcuts for Oracle E-Business Suite.
xiv
Guides Related to This Product
Oracle Advanced Pricing Implementation Guide

This guide show you how to define pricing rules that service the pricing requirements
of Oracle applications. Pricing rules control the pricing actions that are applied to
customer transactions such as price lists, price agreements, formulas, and modifiers.
With Oracle Advanced Pricing, you can attach qualifiers to a price list that enables an
item have more than one price list. You can also set up block pricing, promotional
limits, multiple currency conversion, and multiple contexts per sales order.
Oracle Advanced Pricing User's Guide

Oracle Advanced Pricing calculates prices including promotional prices for Oracle
Order Management and other Oracle Applications based on pricing rules, pricing
relationships, item hierarchies, usage brackets, and deals and promotions.
Oracle Marketing Implementation Guide

Oracle Marketing provides the tools necessary to automate the planning, budgeting,
execution, and tracking of your marketing initiatives. It provides a single repository of
customer information that enables you to analyze, personalize, refine, and target your
campaigns to better align with sales. You can set up fatigue rules to define contact limits
by time period and by channel.
Oracle Marketing User Guide

This guide tells you how to create marketing programs, execute campaigns across
multiple customer interaction channels such as Web, email, direct mail, and
telemarketing, and monitor the performance of these programs. With Oracle Marketing,
you can generate prospective customer lists and assess the effectiveness of these lists,
and manage marketing collateral and marketing budgets.
Oracle Channel Revenue Management Implementation and Administration Guide

Channel Revenue Management enables users to efficiently plan, promote, execute, and
manage the order to cash process for improved sales and return on investment (ROI),
and reduced loss in revenue. Use this guide to learn about the different products in the
Oracle Channel Revenue Management Suite and the other Oracle E-Business Suite
products with which this product family integrates. You can learn how to set up users,
customers, and suppliers, and perform the basic configurations that will be used by all
the products in this suite.
Oracle Receivables User Guide

This guide provides you with information on how to use Oracle Receivables. Use this
guide to learn how to create and maintain transactions and bills receivable, enter and
xv
apply receipts, enter customer information, and manage revenue. This guide also
includes information about accounting in Receivables. Use the Standard Navigation
Paths appendix to find out how to access each Receivables window.
Installation and System Administration
Oracle Alert User's Guide

This guide explains how to define periodic and event alerts to monitor the status of
your Oracle E-Business Suite data.
Oracle E-Business Suite Concepts

This book is intended for all those planning to deploy Oracle E-Business Suite Release
12.2, or contemplating significant changes to a configuration. After describing the
Oracle E-Business Suite architecture and technology stack, it focuses on strategic topics,
giving a broad outline of the actions needed to achieve a particular goal, plus the
installation and configuration choices that may be available.
Oracle E-Business Suite CRM System Administrator's Guide

This manual describes how to implement the CRM Technology Foundation (JTT) and
use its System Administrator Console.
Oracle E-Business Suite Developer's Guide

This guide contains the coding standards followed by the Oracle E-Business Suite
development staff. It describes the Oracle Application Object Library components
needed to implement the Oracle E-Business Suite user interface described in the Oracle
E-Business Suite User Interface Standards for Forms-Based Products. It also provides
information to help you build your custom Oracle Forms Developer forms so that they
integrate with Oracle E-Business Suite. In addition, this guide has information for
customizations in features such as concurrent programs, flexfields, messages, and
logging.
Oracle E-Business Suite Installation Guide: Using Rapid Install

This book is intended for use by anyone who is responsible for installing or upgrading
Oracle E-Business Suite. It provides instructions for running Rapid Install either to carry
out a fresh installation of Oracle E-Business Suite Release 12.2, or as part of an upgrade
to Release 12.2.
Oracle E-Business Suite Maintenance Guide

This guide contains information about the strategies, tasks, and troubleshooting
activities that can be used to help ensure an Oracle E-Business Suite system keeps
running smoothly, together with a comprehensive description of the relevant tools and
xvi
utilities. It also describes how to patch a system, with recommendations for optimizing
typical patching operations and reducing downtime.
Oracle E-Business Suite Security Guide

This guide contains information on a comprehensive range of security-related topics,
including access control, user management, function security, data security, and
auditing. It also describes how Oracle E-Business Suite can be integrated into a single
sign-on environment.
Oracle E-Business Suite Setup Guide

This guide contains information on system configuration tasks that are carried out
either after installation or whenever there is a significant change to the system. The
activities described include defining concurrent programs and managers, enabling
Oracle Applications Manager features, and setting up printers and online help.
Oracle E-Business Suite User Interface Standards for Forms-Based Products

This guide contains the user interface (UI) standards followed by the Oracle E-Business
Suite development staff. It describes the UI for the Oracle E-Business Suite products and
tells you how to apply this UI to the design of an application built by using Oracle
Forms.
Other Implementation Documentation
Oracle Approvals Management Implementation Guide

This guide describes transaction attributes, conditions, actions, and approver groups
that you can use to define approval rules for your business. These rules govern the
process for approving transactions in an integrated Oracle application. You can define
approvals by job, supervisor hierarchy, positions, or by lists of individuals created
either at the time you set up the approval rule or generated dynamically when the rule
is invoked. You can learn how to link different approval methods together and how to
run approval processes in parallel to shorten transaction approval process time.
Oracle Diagnostics Framework User's Guide

This guide contains information on implementing, administering, and developing
diagnostics tests for Oracle E-Business Suite using the Oracle Diagnostics Framework.
Oracle E-Business Suite Flexfields Guide

This guide provides flexfields planning, setup and reference information for the Oracle
E-Business Suite implementation team, as well as for users responsible for the ongoing
maintenance of Oracle E-Business Suite product data. This guide also provides
information on creating custom reports on flexfields data.
xvii
Oracle E-Business Suite Integrated SOA Gateway Implementation Guide
This guide explains the details of how integration repository administrators can manage
and administer the entire service enablement process based on the service-oriented
architecture (SOA) for both native packaged public integration interfaces and composite
services - BPEL type. It also describes how to invoke Web services from Oracle E-
Business Suite by working with Oracle Workflow Business Event System, manage Web
service security, and monitor SOAP messages.
Oracle E-Business Suite Integrated SOA Gateway User's Guide

This guide describes how users can browse and view the integration interface
definitions and services that reside in Oracle Integration Repository.
Oracle E-Business Suite Multiple Organizations Implementation Guide

This guide describes how to set up multiple organizations and the relationships among
them in a single installation of an Oracle E-Business Suite product such that transactions
flow smoothly through and among organizations that can be ledgers, business groups,
legal entities, operating units, or inventory organizations. You can use this guide to
assign operating units to a security profile and assign this profile to responsibilities such
that a user can access data for multiple operating units from a single responsibility. In
addition, this guide describes how to set up reporting to generate reports at different
levels and for different contexts. Reporting levels can be ledger or operating unit while
reporting context is a named entity in the selected reporting level.
Oracle e-Commerce Gateway Implementation Guide

This guide describes implementation details, highlighting additional setup steps needed
for trading partners, code conversion, and Oracle E-Business Suite. It also provides
architecture guidelines for transaction interface files, troubleshooting information, and a
description of how to customize EDI transactions.
Oracle e-Commerce Gateway User's Guide

This guide describes the functionality of Oracle e-Commerce Gateway and the
necessary setup steps in order for Oracle E-Business Suite to conduct business with
trading partners through Electronic Data Interchange (EDI). It also describes how to run
extract programs for outbound transactions, import programs for inbound transactions,
and the relevant reports.
Oracle iSetup User's Guide

This guide describes how to use Oracle iSetup to migrate data between different
instances of the Oracle E-Business Suite and generate reports. It also includes
configuration information, instance mapping, and seeded templates used for data
migration.
xviii
Oracle Product Hub Implementation Guide
This guide explains how to set up hierarchies of items using catalogs and catalog
categories and then to create user-defined attributes to capture all of the detailed
information (such as cost information) about an object (such as an item or change
order). It also explains how to set up optional features used in specific business cases;
choose which features meet your business' needs. Finally, the guide explains the set up
steps required to link to third party and legacy applications, then synchronize and
enrich the data in a master product information repository.
Oracle Product Hub User's Guide

This guide explains how to centrally manage item information across an enterprise,
focusing on product data consolidation and quality. The item information managed
includes item attributes, categorization, organizations, suppliers, multilevel
structures/bills of material, packaging, changes, attachments, and reporting.
Oracle Web Applications Desktop Integrator Implementation and Administration Guide

Oracle Web Applications Desktop Integrator brings Oracle E-Business Suite
functionality to a spreadsheet, where familiar data entry and modeling techniques can
be used to complete Oracle E-Business Suite tasks. You can create formatted
spreadsheets on your desktop that allow you to download, view, edit, and create Oracle
E-Business Suite data, which you can then upload. This guide describes how to
implement Oracle Web Applications Desktop Integrator and how to define mappings,
layouts, style sheets, and other setup options.
Oracle Workflow Administrator's Guide

This guide explains how to complete the setup steps necessary for any Oracle E-
Business Suite product that includes workflow-enabled processes. It also describes how
to manage workflow processes and business events using Oracle Applications Manager,
how to monitor the progress of runtime workflow processes, and how to administer
notifications sent to workflow users.
Oracle Workflow Developer's Guide

This guide explains how to define new workflow business processes and customize
existing workflow processes embedded in Oracle E-Business Suite. It also describes how
to define and customize business events and event subscriptions.
Oracle Workflow User's Guide

This guide describes how Oracle E-Business Suite users can view and respond to
workflow notifications and monitor the progress of their workflow processes.
xix
Oracle XML Gateway User's Guide
This guide describes Oracle XML Gateway functionality and each component of the
Oracle XML Gateway architecture, including Message Designer, Oracle XML Gateway
Setup, Execution Engine, Message Queues, and Oracle Transport Agent. It also explains
how to use Collaboration History that records all business transactions and messages
exchanged with trading partners.
The integrations with Oracle Workflow Business Event System, and the Business-to-
Business transactions are also addressed in this guide.
Oracle XML Publisher Administration and Developer's Guide

Oracle XML Publisher is a template-based reporting solution that merges XML data
with templates in RTF or PDF format to produce outputs to meet a variety of business
needs. Outputs include: PDF, HTML, Excel, RTF, and eText (for EDI and EFT
transactions). Oracle XML Publisher can be used to generate reports based on existing
Oracle E-Business Suite report data, or you can use Oracle XML Publisher's data
extraction engine to build your own queries. Oracle XML Publisher also provides a
robust set of APIs to manage delivery of your reports via e-mail, fax, secure FTP,
printer, WebDav, and more. This guide describes how to set up and administer Oracle
XML Publisher as well as how to use the Application Programming Interface to build
custom solutions. This guide is available through the Oracle E-Business Suite online
help.
Oracle XML Publisher Report Designer's Guide

Oracle XML Publisher is a template-based reporting solution that merges XML data
with templates in RTF or PDF format to produce a variety of outputs to meet a variety
of business needs. Using Microsoft Word or Adobe Acrobat as the design tool, you can
create pixel-perfect reports from the Oracle E-Business Suite. Use this guide to design
your report layouts. This guide is available through the Oracle E-Business Suite online
help.
Training and Support
Training
Oracle offers a complete set of training courses to help you master your product and
reach full productivity quickly. These courses are organized into functional learning
paths, so you take only those courses appropriate to your job or area of responsibility.
You have a choice of educational environments. You can attend courses offered by
Oracle University at any of our many Education Centers, you can arrange for our
trainers to teach at your facility, or you can use Oracle Learning Network (OLN), Oracle
University's online education utility. In addition, Oracle training professionals can tailor
standard courses or develop custom courses to meet your needs. For example, you may
xx
want to use your organization structure, terminology, and data as examples in a
customized training session delivered at your own facility.
Support
From on-site support to central support, our team of experienced professionals provides
the help and information you need to keep your product working for you. This team
includes your Technical Representative, Account Manager, and Oracle's large staff of
consultants and support specialists with expertise in your business area, managing an
Oracle server, and your hardware and software environment.
Do Not Use Database Tools to Modify Oracle E-Business Suite Data

Oracle STRONGLY RECOMMENDS that you never use SQL*Plus, Oracle Data
Browser, database triggers, or any other tool to modify Oracle E-Business Suite data
unless otherwise instructed.
Oracle provides powerful tools you can use to create, store, change, retrieve, and
maintain information in an Oracle database. But if you use Oracle tools such as
SQL*Plus to modify Oracle E-Business Suite data, you risk destroying the integrity of
your data and you lose the ability to audit changes to your data.
Because Oracle E-Business Suite tables are interrelated, any change you make using an
Oracle E-Business Suite form can update many tables at once. But when you modify
Oracle E-Business Suite data using anything other than Oracle E-Business Suite, you
may change a row in one table without making corresponding changes in related tables.
If your tables get out of synchronization with each other, you risk retrieving erroneous
information and you risk unpredictable results throughout Oracle E-Business Suite.
When you use Oracle E-Business Suite to modify your data, Oracle E-Business Suite
automatically checks that your changes are valid. Oracle E-Business Suite also keeps
track of who changes information. If you enter information into database tables using
database tools, you may store invalid information. You also lose the ability to track who
has changed your information because SQL*Plus and other database tools do not keep a
record of changes.
xxi
1
Introduction
This chapter covers the following topics:

• Overview
Overview
Oracle Channel Rebate and Point of Sales Management enables suppliers to manage
their product inventory and prices, create budgets for customer and partner rebates,
offers, and incentives, and enlist the help of channel partners such as distributors and
retailers to manage execution of these offers at points of sales in the channel.
Customers
Customers are the organizations, persons, or channel partners that a supplier does
business with. Channel partners can include distributors and retailers. You create
budgets and offers for individual customers or buying groups and you use customer
accounts to settle claims and deductions,
Products and Price Lists

These are the products that suppliers manufacture, purchase, or sell, and what they
maintain in their inventories and in the inventories of their partners.
Quotas
Suppliers use these to focus on markets, products, partners, and sellers. They create
quotas or sales targets specifying either the amount of revenue to be generated or
products to be sold, and allocate these quotas to sellers and partners to better target,
organize, and track sales activities.
Introduction 1-1
Budgets
These are the repository of funds that a supplier creates to fund trade promotion
activities for quotas, allocates to sellers and partners, and tracks the utilization of and
the returns on these investments.
Account Manager
This is the dashboard that channel partners use to view sales targets and target
allocation to customer accounts, access account plans, create and evaluate offers,
capture retail pricing of your and competitor product, and analyze sales performance.
Sales managers allocate sales targets to individual sales representatives. These sales
targets are automatically re-allocated to customer accounts and an account plan of sales
activities such as campaigns and offers generated for the customer account. Suppliers
and seller such as sales managers and sales representatives can then track sales
performance of these and competitor products. s
Trade Planning and Offers

This is the planning of sales activities such as selecting campaigns, forecasting,
evaluating, and creating offers, requesting a budget for funding of these offers,
approving the offer, and executing and managing the offer.
Campaigns and Programs

These are marketing activities designed to promote product sales and advertising and
increase customer awareness. You can use them with offers to more effectively meet
your sales targets.
Point-of-Sale
This is the channel through which channel rebates or sales activities and trade
promotions are executed and sales targets met. Sales of products happen at various
points in the channel. For example, a distributor buys products from a supplier, the
retailers in turn buy from the distributors, and the end customers buy from the retailers.
Before sales can be made, suppliers need to validate and approve channel requests for
discounts or special prices, or budgets or funds for trade promotion activities, and
channel claims for referral bonuses, incentive and discount accruals, and chargebacks.
1-2 Oracle Channel Rebate and Point-of-Sale Management User Guide

2
Customers

• Overview
• Organization and Person
• Creating and Managing Customer Groups or Lists
• Creating and Managing Segments
• Creating and Managing List Imports
Overview
Customers are entities with whom you do business. Customers include organizations,
persons, partners, or partner contacts. Use the Customer tab in Oracle Channel Revenue
Management, to create entries for organizations and persons, and to create and generate
lists. Partner and partner contact information is picked from Oracle Partner
Management.
The customers that you create in Oracle Channel Revenue Management are the same
ones that you will use while defining market eligibility for budgets and offers, settling
claims and deductions, and for all other customer-related activities. These customers
appear as a list of values whenever you perform a search for fields that require
customer information.
See the Oracle Trading Community Architecture User Guide for more information on
Customers.
Organization and Person

A party is a type of Organization or Person, with which you can do business. A party
exists separately from any business relationship that it enters into with another party.
You can share information about a party such as addresses and contacts with the
customer accounts of the party. For example, Vision Distribution could be a party
Customers 2-1
within your trading community.
Information in this section will enable you to:
• Understand the concepts of Organization and Person
• Create an organization
• Access Customer 360 View
• Create a person
Note: This section only gives a brief overview of Organization and

Person. See the section titled Organization in the Oracle Receivables User
Guide and the chapter titled Oracle Sales Quick Reference in the Oracle
Sales User Guide for more detailed information.
Customer
A customer is an organization or a person with whom you have a selling relationship.
This selling relationship can result from the purchase of products and services or from
the negotiation of terms and conditions that provide the basis for future purchases.
Customer Account
A customer account represents the business relationship that a party can enter into with
another party. The account has information about the terms and conditions of doing
business with the party. For example, you could open a commercial account for
purchases to be made by Vision Distribution for its internal use and a reseller account
for purchases made by Vision Distribution for sales of your products to end–users.
Contact
You can create multiple customer accounts for a party to maintain information about
categories of business activities. For example, to track invoices for different types of
purchases, you can maintain an account for purchasing office supplies and another
account for purchasing furniture. You can also maintain multiple customer accounts for
customers with multiple lines of business in your organization. You can maintain
separate customer profiles, addresses, and contacts for each customer account.
A contact communicates for or acts on behalf of a party or customer account. A contact
can exist for a customer at the account or address level. A person can be a contact for an
organization or another person. For example, an administrative assistant could be the
contact for an executive. A contact point can be either an employee or any other person
related to the customer organization who will be responsible for coordinating business
transactions between your organization and the customer organization.

Buying Groups and Related Customer Accounts
Buying Group
A buying group is formed when organizations group themselves to leverage their
buying power. For example, when you create a promotion for a buying group, the
members place orders and the accruals for each member are tracked individually.
During claim settlement, you can view the buying group member accruals and issue
payment to the buying group, or directly to one of its members.
A customer site or an account site is the location where a particular party is located.
Every party has only one identifying address, but a party can have multiple party sites.
A customer address is a party site used in the context of a customer account for billing,
shipping, or other purposes.
Related Customer Accounts
Related Customer accounts are set up with relationships. Common relationships
include bill-to and ship-to. Large organizations may have many subdivisions and legal
entities. Sometimes, the headquarters my place an order and request you to ship the
goods to one of its divisions. Another division of the same customer may be responsible
for handling the invoices related to the orders. Bill-to and ship-to accounts enable you
identify the different locations of such customer organization, and process the orders,
shipments, and payments seamlessly.
For example, the headquarters of an organization may be set up as the bill-to account
and location for multiple retail stores. Each retail store can be set up as a ship-to account
and location. In addition, the headquarters office may be handling all the claims for
retail stores, but these retail stores may ultimately receive their payment directly. For
more information on setting up Buying Groups and Related Customer Accounts, see
the Oracle Receivables User Guide.
Related customer accounts are also used for tracking and reporting financial
transactions. Whenever a customer places an order, an invoice is created or payment
made, the transactions are posted against the customer's account. In the Campaign to
Cash business flow, an account must be created before an order can be entered for the
customer. See the Oracle Receivables User Guide for more information.
Relationships
Organizations can have the following two type of relationships:
Relationship Description
Organization to Organization This type of relationship exists between companies, such as,
parent and subsidiary, headquarters and division, partner
and competitor.
Customers 2-3
Relationship Description
Organization to Person This includes business contact relationships.
You can create multiple relationship addresses for a relationship. These addresses are
selected from a list of customers and related customer existing addresses. When you
change an addresses, you must also access the customer or related customers record
and change the location there as well. Note that you cannot change the address in the
relationship record itself.
Click the Relationships link to access the Relationships summary page. From this
summary table you can view existing Organization to Organization, Organization to
Person relationships, multiple relationship addresses, phone number, start date, end
date, and relationship status.
Partner and Partner Contact

A partner is a company acting on behalf of your enterprise. Partners can be wholesalers
or retailers who help to close business deals for you by selling your products. A partner
is an entity that will assist you in sales, trade promotion, support services and so on.
Partners provide industry expertise or add value to products and services. The different
types of partners include:
• Prospects
• End Users
• Original Equipment Manufacturers
• Resellers
For additional information, see the Oracle Partner Management Vendor User Guide.
Creating an Organization
An organization is a retailer or a wholesaler organization. When you create an
organization, you are automatically added to the sales team for that organization.
To create an organization, log in to Oracle Channel Revenue Management with Oracle
Trade Management User responsibility.
As a prerequisite, the OS: Create Organization Privilege must be set to "Yes" to create
organizations.
Navigation: Channel Revenue Management: Administration > Trade Management >
Customer > Organization > Create.
Notes:

Organization Profile:
• E-mail address, Web site, and Phone Book: To display a specific e-mail address or
web address or a phone number, select the display option against it. You can enter
any number of e-mail addresses, web addresses, or phone numbers, but you can
display only one of them at a time.
• External/ Internal Radio Buttons:Indicates whether the organization is internal to

your business or an external organization.
Company Information:
• SIC Code: (Standard Industrial Classification Code) Index that describes the
function (manufacturer, wholesaler, retailer or service) and the business line of the
organization.
• DUNS Number: (Data Universal Numbering System Number) DUNS number is a

unique business identification number that is assigned to each commercial entity. If
the organization has multiple locations, then each location will have a unique
DUNS number.
Address Attribute:
• Status: If you select Active status, then the organization will be available for use.
Contacts:
• Contacts: This is the person who will be the contact point for all the business
dealings. Select an existing person or enter a new person. See Contact, page 2-2 for
more information.
Viewing Organization and Person Information

You have a selling relationship with a person or organization, regardless of whether
anything has been purchased or serviced. A selling relationship can be established
simply by negotiation terms that will be used if you later sell products. You create lists,
segments, and target groups from a data source of Persons in a Business to Customer
(B2C) scenario and a data source of Organizations in a Business to Business (B2B)
scenario.
Accessing Customer 360 View

The 360 view of a customer lists all the customer's transactions including orders,
invoices, debit memos and chargebacks. From this page, you can click the link for any
of these transactions and view it in more detail. To access the 360 view for a customer,
log into Oracle Channel Revenue Management with Oracle Trade Management User
responsibility.
Navigation: Channel Revenue Management: Customer > Organization > Customer
Customers 2-5
Name > 360 View.
Creating a Person
A Person represents a contact point for an organization for all the business dealings and
correspondence. To create a person, log in to Oracle Channel Revenue Management
with Oracle Trade Management User responsibility.
Customer > Organization > Customer >Person > Create
Notes:
• Relationship: This is the type of relationship the person has with the organization.
To modify an existing organization, navigate to Customer > Organization, select the

Organization, make appropriate changes and click Update.
Note: Use the Quick Create option to quickly create organizations or

persons, without entering detailed information.
Creating and Managing Customer Groups or Lists

Working with lists is the process of analyzing, building, and managing lists of
customers or prospective customers. Lists are created for specific purposes and are
based on predefined templates or other lists, segments, workbooks, or custom SQL. For
example, for a product launch campaign, you would specifically target customers who
have previously related product from you. To do so, you can use seeded cross sell list
templates to build an effective cross sell list of candidates based on past orders.
For detailed information on how to create and manage lists, see the Oracle Marketing
Implementation Guide.
Creating and Managing Segments

Market segmentation identifies groups of customers, or prospects that satisfy business-
defined strategic or tactical criteria. For example, a car manufacturer may need to
identify different types of consumers based on lifestyle preferences to segment their car
buying market accordingly. Once segments are identified, marketers may develop
specific marketing programs that will uniquely target each segment.
Overview
Segmentation criteria can be saved and used as the basis for list, or target group
generation. For example, a segment could be defined for Credit Card dormancy, based
on the date of the last customer purchase transaction.

Segments can be created using either a Oracle Discover workbook, or a SQL statement.
Unlike a list, which has a fixed set of entries, the entries within a segment may differ
over time as customers and prospects migrate in and out of the segment as they
satisfy/dissatisfy the business criteria on which the segment is based.
The segment summary page displays all the segments that you have created within
Oracle Marketing. You can personalize the attributes on this page by clicking the
Personalize button.
Hierarchies
Segments can be organized into a segment hierarchy, in which each child segment
contains a subset of the entries in their parent segment.
Consider the following example:
Segment A: All customers in the organization's customer database
Segment B: High income families
Segment C: High income families with kids
Segment B is defined as a child segment of Segment A, and Segment C is a child
segment of Segment B.
The segment hierarchy for the above example is depicted in Table Segment Hierarchy
Example, page 2-7.
Segment Hierarchy Example
Segment Name Segment Segment Count Segment Segment

Criteria Hierarchy Condition
Segment A All Customers 100,000 N/A N/A
Segment B High income 25,000 Child Segment Intersection of

families of Segment A Segment B and
Segment A
Segment C High income 10,000 Child Segment Intersection of

families with of Segment B Segment C and
kids Segment B
Creating a Segment
When you create a segment, you can either choose to base it on an Oracle Discoverer
Workbook or write your own SQL statement. If you choose Workbook, the associated
SQL statement for the Workbook is displayed in the SQL section. This SQL statement is
Customers 2-7
not editable. If you choose SQL, you must enter the SQL statement in the SQL text field.
Notes
• Parent Segment: To create a segment hierarchy, select a parent segment. The
current segment definition will be a child of the selected parent segment.
• Type:
• If the Type is Workbook, click the Search icon to select a Workbook.
• If the Type is SQL, enter a data source name, and then enter a SQL statement in
the SQL field.
• The initial status of the segment will be Draft. The Available status implies that the
segment is available for lists and target groups. The Cancelled status implies that
the segment is not available for lists and target groups.
Additional Information: See also Oracle E-Business Suite Support

Implications for Discoverer 11gR1, My Oracle Support Knowledge
Document Doc ID 2277369.1.
Valid Segment Queries

A valid SQL query (from Oracle Discoverer Workbook or directly typed in Oracle
Marketing) must meet the following conditions.
• The query statement must be formatted correctly.
• The setups that map the results of the segment to a list must be complete.
• The query must contain a data source code for mapping. The code for a data source
is entered by the administrator while creating it.
• The query must contain a unique identifier for the data source.
• The query must contain Country if Address 1 is included.
• The query must not contain Order By or Group By clauses within it.
If the query contains an alias, the alias must be the same name as the data source
view name. This is essential for generating lists based on such segments.
A minimal SQL statement for creating a list will be:

Select '<data source code>',<unique identifier> from <data source
object>
In the above example, if the data source's code is 'EXAMPLE_DS', the correct segment
query will be:
select 'EXAMPLE_DS', party_name, party_id from hz_parties

Note: Do not enter ; at the end of the SQL statement.
When a segment query is not valid for list generation, the following error message is
displayed:
"Error: Cannot create list based on this segment. Please recheck the sql
segment"
For the query to execute correctly and create a list with entries in it, a data source is
required.
Creating and Managing List Imports

This is the process used to import external data, such as a purchased or rented prospect
list, into Oracle Trading Community Architecture.
Oracle Marketing offers a list import process, enabling marketers to map an external
data source, such as a purchased or rented list, or an existing customer database, to
destination target fields either within the Oracle Customer Model or a staging area
within Oracle Marketing (for rented lists).
Overview
The List Import feature enables you to enrich your customer data with purchased lists
and also consolidate the customer data from legacy systems. This feature facilitates the
importing of:
• Prospects for marketing campaigns
• Customers into the Oracle Customer Model (TCA)
• Leads for following up by Oracle TeleSales
• Event registrants for processing in Oracle Marketing's event module
The list import process imports records (in .csv or .xml format) from a client desktop,
server or an ftp site. For additional details of importing from a server or FTP site, refer
the Oracle Marketing Implementation Guide.
The list import process is in the form of a wizard that guides you through the process of
importing a rented or purchased list of prospects. The steps in the wizard include:
1. Selecting the Import Type (Persons, Organization Contacts, Leads, Event
Registrants)
2. Specifying the location of the file
3. Mapping the fields between the source file and the destination columns (for a list of
fields that can be imported, refer to the Oracle Marketing Implementation Guide)
Customers 2-9
4. Importing the list import table with the source data
Once the records have been imported, they can be used for campaign or event target
group generation.
Rented vs. Purchased Lists

During the import process, you can specify if the source for the import data is from a
Rented or Purchased list. Table Rented Vs Purchased Lists, page 2-10 highlights the
difference in processing for these two sources.
Rented vs. Purchased Lists
Rented List Purchased List
Data stored within a staging area Data stored within the staging area and are
(AMS_LIST_ENTRIES) in Oracle Marketing added to the Oracle Customer Model (TCA)
Dummy, inactive records created in Oracle Corresponding customer information is

Customer Model (TCA) for the corresponding inserted into the Oracle Customer Model
records (TCA)
Rented records are purged based on usage or Purchased records are not purged and are
expiry date maintained within the Oracle Customer
Model (TCA)
Importing a List
For information on Importing a List, see the section titled Importing a List in the Oracle
Marketing User Guide. The information includes:
• Importing Using the List Import Wizard
Handling List Import Errors

If there is an error during list import, then the status of this import will be "Error" (if no
import records were successfully imported) or "Incomplete-Errors" (if some of the
import records were successfully imported). You can drill down into the import results
to obtain additional information about the errors (for example number of error records,
number of duplicate records).
Additionally, within the context of a list import error results, the Search feature enables
you to query results based on certain key attributes such as first name or last name.
For information on how to handle list import errors, see the section titled List Import
Errors in the Oracle Marketing User Guide. Information includes:

• Import Errors
Customers 2-11
3
Products and Price Lists

• Overview
• Managing Products
• Managing Price Lists
Overview
You can use the Products tab in Oracle Channel Revenue Management to access all
product-related information and attributes required to better target, define, and manage
trade promotion initiatives. This includes managing products and their price lists, and
tracking competitor products.
Managing Products
The Products tab enables you to review, maintain, and create new and existing
products. A product is defined as anything you manufacture, purchase or sell,
including physical items you can stock in inventory. A product is not necessarily
physical; it can also be a service, or a combination of physical items and services. A
grouping of products is often referred to as a product bundle.
The Product tab gives you a consolidated view of all trade promotion-related product
information and the key Enterprise Resource Planning (ERP) decision-making variables
from inventory, purchasing, sales and customer relationship management modules.
Note: Oracle Channel Rebate and Point-of-Sale Management supports

access to the basic features of Oracle Inventory. Depending on your
business practices, your organization may require further parameters to
be set up in Oracle Inventory before the manufacturing and shipping of
a product or bundle. See the Oracle Inventory User's Guide and the Oracle
Marketing Implementation Guide for more information.
Products and Price Lists 3-1

For detailed information on Products and Prices Lists see the Oracle Marketing User
Guide. The section titled Managing Products contains information about the following
topics:
• Understanding inventory attribute templates
• Single product catalog
• Creating products
• Modifying inventory options
• Assigning products to categories, organizations, and price lists
• Create product relationships
• Create collateral relationships
• Creating product relationships
• Creating collateral relationships with another product
• Creating product revisions
• Specifying products for product bundles
• Creating competitor products
• Associating product contents
Managing Price Lists

A price list specifies the price that must be offered to a customer. You can create price
lists and associate them with products. Based on various factors, you can create
different price lists for the same product. For example, as a Sales Manager, you may
want to create an exclusive price list for your premium customers, and a different price
list for the other customers.
You can also use price lists for validating chargeback submissions in Oracle Channel
Revenue Management. The chargeback lines refer to the price list used to calculate and
offer the selling price to the customer. If the chargeback transaction does not quote any
list, the chargeback is not processed. However, if the chargeback line includes a price
list, the program automatically verifies if the:
• List is valid on the invoice date indicated on the chargeback data
• Customer is specified in the chargeback, and the sale price is valid

The market eligibility of the agreement lists all members who are eligible for the price.
Price Lists can be directly linked to an end customer or with a buying group to which
the customer belongs. See the Indirect Sales Management chapter in this guide for more
information on the chargeback process flow.
Creating a Price List

Use the following information to create a price list:
Navigation: Product > Price Lists > Create
Notes
• Setup Type: The setup type indicates the template that you want to use for this
price list. It determines which side navigation items will be available for this record.
See the Oracle Marketing Implementation Guide for information on creating custom
setup types.
• A theme approval is required for the price list to become active.
Defining Market Eligibility

The market eligibility is a qualifier that the price list is applicable to. You must specify
the market context and context attribute while defining the market eligibility for a price
list. Market context is set up in Oracle Advanced Pricing. There are seeded market
contexts, and you can create your own too.
Examples of Market Context and Contest Attributes:
• Order (Market Context) and Order Type (Context Attribute)
• Customer (Market Context) and Customer Bill To (Context Attribute)
Products and Price Lists 3-3

4
Quotas and Quota Allocation

• Overview
• Creating and Managing Quotas and Quota Allocations
Overview
Quota is the total sales target (in terms of money or quantity of products) that must be
achieved in a specific time period. Quota Allocation is the process by which the Sales
Management allocates quota to Sales Representatives in different territories and
regions. You can allocate targets by territories and by products.
For example, the Sales Management of an organization in US West sets a target of 1
million product units for their sales teams for the year 2004-2005. The Sales
Management later allocates this quota to Sales Representatives in different US West
territories such as California and Oregon based on the sales performance and potential
in each of these regions. In this example, 1 million product units is the quota, and quota
allocation is the process by which this quota is allocated across territories.
• Understand process flows for quota allocation
• Understand the concepts of market eligibility, product eligibility, and product

spread
• Understand the quota approval process and quota statuses
• Understand top-down and bottom-up quota allocation.
• Understand quota allocation views
Quotas and Quota Allocation 4-1

Process Flow
The following figure illustrates the process flow for quota allocation:
Process Flow for Quota
Create Quota
The trade planning process begins with the Sales Management allocating sales targets to
Sales Representatives in different territories and regions. First, create a quota and then
allocate it to lower levels of the sales team hierarchy. After you create a quota, you can
also define the market eligibility and product eligibility for the quota to identify
regions, territories, and products, which the quota must target.
Approve Quota
The designated approvers must approve a quota before it becomes active. A quota does
not need to go through an approval process if you are the creator and approver of the
quota according to the approval rules.
Allocate Quota
After a quota is approved, you can allocate it to Sales Representatives in the lower
levels of the sales team hierarchy. Sales Representatives can then review their quota and
suggest changes to the allocation. You can review these inputs and reallocate the quota.
Multiple such top-down bottom-up cycles can occur before the quota numbers are
finalized.
Activate Quota Allocation
You can activate a quota allocation after finalizing the quota allocation numbers. Quota
allocation is the final quota number that the individual territories and regions in the
sales team hierarchy must achieve.
After you activate a quota allocation, the sales teams will receive workflow
notifications. They can view their targets or quota numbers by logging into the Account
Manager Dashboard and you can monitor and track sales performance through the
Account Manager Dashboard. For more information, see the Account Manager Dashboard
chapter in this guide.

Market Eligibility, Product Eligibility, and Product Spread
Market Eligibility
Market eligibility defines the territories that a quota must target. Defining market
eligibility enables you to classify it and ensure that sales targets are achieved by
executing trade promotion activities in the specified territories. Territories are created in
the Oracle E-Business Suite Territory Management module, and are based on various
customer and geographical attributes.
Product Eligibility
Product Eligibility defines the products and product categories that the Sales
Representatives must focus on selling. Products are items in the Inventory System.
Product categories contain products. For a quota, you can define product eligibility for
product categories and products. While defining product eligibility, you can either
include or exclude products from the product category.
Product Spread
After defining products for a quota, the product spread is generated based on products
that you define, and the sales data of the previous year. For example, the sales data of
January 2004 is used to forecast the demand for January 2005, and the products are
allocated based on this forecast.
The product spread appears as a worksheet and displays the products and the product
allocation numbers either on monthly basis or quarterly basis, depending on the time
spread that you have selected during quota creation. If a product does not fall under
any of the product lines, it is accounted for in a general category. The total sum of all
product allocation numbers in the product spread is exactly equal to the quota.
For example, you have created a quota for 100,000 product units for the year 2005-2006,
and have selected the time spread as quarterly. You have included Product A, Product
B, and Product C in the product eligibility, and have generated the product spread.
Assume that the sales that was achieved in the previous year 2004-2005 was as shown in
the table below:
Product Jan - Mar Apr - Jun Jul - Sep Oct - Dec Total
Product A 3,600 4,050 2,790 1,080 11,520
Product B 4,500 3,645 3,600 1,890 13,635
Product C 6,750 3,510 1,485 2,700 13,635

Product D 4,500 5,400 3,600 10,800 24,300
Product E 4,950 5,040 4,050 12,060 26,100
Grand Total -NA- -NA- -NA- -NA- 90,000
The following table shows this data as the percentage value that will multiplied by the
total quota number for the current year (100,000 product units) to get the new quota
values.
Product A 4% 5% 3% 1% 13%
Product B 5% 4% 4% 2% 15%
Product C 8% 4% 2% 3% 16%
Product D 5% 6% 4% 12% 27%
Product E 6% 6% 5% 13% 29%
Grand Total -NA- -NA- -NA- -NA- 100%
The percentage values are multiplied by the quota number for the current year; and the
products Product A, Product B, and Product C are automatically allocated based on this
calculation. The product spread appears as shown in the table below:
Product A 4,000 4,500 3,100 1,200 12,800
Product B 5,000 4,050 4,000 2,100 15,150
Product C 7,500 3,900 1,650 3,000 16,050
Others 10,500 11,600 8,500 25,400 56,000

Unallocated 0 0 0 0 0
Grand Total -NA- -NA- -NA- -NA- 100, 000
The sum total of the allocation numbers of Product A, Product B, and Product C is
44,000 (12,800 plus 15,150 plus 16,050). The Products D and E that were a part of the
base calculation are represented as "Others" in the allocation process. Therefore
remaining 56,000 (100,000 - 44,000) product units are allocated and accounted for in the
Others category.
You can also manually edit the allocation numbers and save your changes. If you
reduce the quantity of products that has been assigned to a territory, then the balance is
moved to the Unallocated category. For example, if you reduce the allocated number of
Product A to 3,000, then the remaining 1,000 product units are moved to Unallocated.
The product spread appears as shown in the table below.
Note: Unallocated are not present for all time periods in the product
spread.
Product A 3,000 4,500 3,100 1,200 11,800
Product B 5,000 4,050 4,000 2,100 15,150
Product C 7,500 3,900 1,650 3,000 16,050
Others 10,500 11,600 8,500 25,400 56,000
Unallocated 1,000 0 0 0 1,000
Notice the changes in the Total column for Product A. If required, you can later
reallocate these products by moving them out of the Unallocated category.
You can also add new products to the existing product spread. The quota for the new
product will be allocated based on the sales figures for the specific product in the
previous year. You can also manually change the allocation numbers for the new
product, and make manual adjustments to balance the allocation.

If you remove a product from an existing product spread, then the "Others" category
increases by the number of the removed product.
For example, if you remove Product A from the existing product spread, then the
allocation numbers of this product are moved to the Others category; the product
spread appears as shown in the table below.
Product Jan-Mar Apr - Jun Jul - Sep Oct - Dec Total
Product B 5,000 4,050 4,000 2,100 15,150
Product C 7,500 3,900 1,650 3,000 16,050
Others 13,500 16,100 11,600 26,600 67,800
Unallocated 1,000 0 0 0 1,000
Therefore, whenever you make any manual changes in the product spread, automatic
adjustments are made to the product allocation numbers such that the total sum of the
product units is always equal to the quota.
Note: You can make changes to the product spread only for the current
and future periods.
Org-Striping In Quota Allocation

In Oracle Channel Revenue Management, territories are not org-specific; an operating
unit can span multiple territories. Org-striping enables you to allocate quota based on
sales data of specific operating units rather than territories.
If org-striping is implemented in your organization, then you can segregate territories
by operating units for quota allocation. Regardless of the territories, sales data of the
same operating unit as the quota is used for quota allocation. This option is useful for
companies that have multiple operating units and segregate sales activities by operating
unit rather than territories.
If you have access to multiple operating units, then you can select the operating unit
that you would like to access. The quota allocation summary screen "Details of the
Default Operating Unit" is derived from the MOAC profile option, MO: Default
Operating Unit. See the Oracle Channel Revenue Management Implementation Guide for
more information.

Quota Approval and Statuses
A quota can become active only after it is approved by the designated approvers. The
quota status changes based on whether the approvers approve, reject, or put the quota
on hold. A quota need not go through an approval process if the person who creates the
quota is the approver according to the approval rules.
The following table describes the various statuses that a quota may go through.
Quota Statuses
Status Description
Draft The quota status appears as Draft when the quota has not
yet been submitted for approval. A quota in the Draft
status can be updated any time. From Draft, the quota
status may change either to Pending Approval or
Cancelled. If you are the quota owner, then you can
directly change the status to Active.
Pending Approval The quota status appears as Pending Approval if the

quota is awaiting approval. The quota status may change
to either Active or On Hold if all approvers respond
positively. The quota status changes to Rejected if the
approvers reject the quota.
On Hold On Hold is an interim status, which means that the quota

has already obtained approval, but is not completely
ready to be made active. From On Hold, the quota status
may change to either Active or Closed.
Rejected The quota status appears as Rejected if the approvers

reject the quota. From Rejected, the status can be changed
back to Draft.
Active The quota status appears as Active after the quota has
been approved. From Active, the status may change to
either Closed and Cancelled.
Cancelled The quota status appears as Cancelled if it has been

aborted. From Cancelled, the status can only change to
Archived.

Status Description
Archived When the quota status appears as Archived, the quota can
no longer be used. This status cannot change to any other
status.
Completed The quota status appears as Completed after all the

activities that are associated with the quota are complete
and the quota has been achieved.
Closed The quota status appears as Closed after the quota period
comes to an end.
Top-down Bottom-up Allocation

Oracle Channel Rebate and Point-of-Sale Management supports top-down, bottom-up
quota allocation. Top-down allocation is the process by which the Sales Management
allocates quota to lower levels. Bottom-up allocation is the process by which the lower
levels of the sales team hierarchy offer their inputs, and request for modifications to be
made in the quota allocation.
In a top-down, bottom-up allocation, the Sales Management first allocates the quota to
lower levels of the sales team hierarchy. The lower levels then review the allocation,
offer their inputs, and request for changes to be made in the allocation. The Sales
Management may incorporate these inputs and make the changes. Multiple such top-
down, bottom-up cycles may continue until the allocation numbers are finalized. After
the allocation numbers are finalized, you can activate the quota.
Quota Allocation Views

The Quota Allocation page gives a summary of allocations that have been created for a
quota.
The following table describes quota allocation views.
Quota Allocation Views
View Description
Allocation Number The unique number, which is assigned to the allocation

View Description
Allocation Type This appears either as:
• Receiving - The lower levels see this as receiving. This

means that the top levels have created the allocation,
and the lower levels have received it.
• Distributing - the top levels see this as distributing.

This means that the top levels have created this
allocation and have distributed the quota to lower
levels.
Hierarchy The territory hierarchy
Allocation Status The status of the allocation
Approved Date The date on which the allocation was approved
Active From The period from which the allocation will be active
Active To The period until which the allocation will remain active
Allocation The quota that has been allocated
Worksheet icon The amount that has been allocated to each of the
hierarchy levels
About Notes, Team, and Product Options

Notes enables you write and record information that you would like to communicate to
others who deal with a quota or quota allocation at various levels. You can create any
number of notes, edit and modify them.
The Team option enables you to assign or deny access to individual team members or a
team or group of users by adding or removing them from the selected quota, budget,
offer, and claim. To add a team member, enter the member name and select the Edit
Metrics check box. To remove, select the remove check box. The access that the group or
team member gets depends upon the group type to which the team member belongs.
Additional Information: You can only assign access to team members if

you are the owner of the offer.
The Product option enables you to choose from existing product families and products

you want to include or exclude in your quota, claim, or offer. Click the image for a list
of values.
Creating and Managing Quotas and Quota Allocations

• Create quotas
• Update market eligibility for quotas
• Update products for quotas
• Generate and modify product spreads
• Submit quotas for approval
• Approve quotas
• Create quota allocations
• Submit change requests during top-down, bottom-up allocation
• Update request submission during top-down, bottom-up allocation
Creating a Quota
Quota is the total sales target (in terms of money or quantity of products) that must be
achieved in a specific time period. You should first create a quota, and then allocate the
quota.
To create a quota, log in to Oracle Channel Revenue Management with Oracle Trade
Management User responsibility.
Quota > Quotas > Create.
Notes:
• Number: If you leave this field blank, the system generates a new quota
identification number automatically.
• Owner: By default, the user entering the quota details becomes the quota owner.
• Quota: Total sales that must be achieved.
• Start Period/End Period: These are defined in the General Ledger (GL) calendars
and limit the start and end periods for the quota. The start and end periods and the
time spread determine how the quota is divided and tracked. For example, if you

select the start period as Jan 04, end period as Jan 05, and select the time spread as
quarterly, then the quota will be divided on a quarterly basis--Jan-Mar, Apr-Jun,
July-Sep, and Oct-Dec.
Note: The values that are listed in the time spread LOV depend
upon the start and end periods that you have selected. If the
selected period spans a year, the time spread LOV displays the
values--Yearly, Monthly, and Quarterly. If the selected period
spans a quarter, the time spread LOV displays the values--
Quarterly, and Monthly.
• Threshold: Quota thresholds enable you to monitor the activities of a quota and
recognize inconsistencies such as over-spending and non-adherence to quota
norms.
Using the Quota Creation Public API

You can access the Create_Quota Public API in Oracle's Integration Repository as an
alternative way to create a quota. The Integration Repository is an integral part of
Oracle E-Business Suite. It provides a complete catalog of Oracle E-Business Suite's
Business Service interfaces. The tool lets you easily discover and deploy the appropriate
business service interface from the catalog for integration with any system, application,
or business partner.
Access Oracle's Integration Repository by logging in as sysadmin using sysadmin as the
password. Click on Integration Repository and follow this navigation path for the
Quota Creation Public API:
Marketing and Sales Suite > Funds and Budgets > Trade Planning Quota > Quota Public
API
You can use the Create Quota Public API to create, update and delete a quota and to
create and update product and account Spreads. The API contains a list of quota
creation parameters and their descriptions.
Updating Market Eligibility for a Quota

Market eligibility defines the territories that a quota must target. By updating market
eligibility for a quota, you can specify the territories that the sales teams must target.
Defining market eligibility ensures that the quota is achieved by executing sales
activities in the specified territories.
To define market eligibility for a quota, log in to Oracle Channel Revenue Management
Navigation: Channel Revenue Management: Quota > Quotas >
Use the Market Eligibility screen to define Market Eligibilities for the quota.

Updating Products for a Quota
You can define products for a quota by selecting broad groups of products (category
sets and categories) or by selecting specific products. You can use a combination of
category sets and categories. For example, you may select a particular category but
exclude certain products within that category.
To update products for an existing quota, log into Oracle Channel Revenue
Management with Oracle Trade Management User responsibility.
Navigation: Channel Revenue Management: Quota > Quotas > Quota Name > Products.
Notes:
• Exclude: Use this check box to exclude products.
• Remove: Use this check box to remove a product or product category that has been
added to a quota.
Generating and Modifying a Product Spread

You can generate the product spread after defining products for a quota. The product
spread is generated based on the sales data of the previous year. It appears as a
worksheet and displays products and product allocation numbers either on monthly
basis or quarterly basis depending on the time spread that you have selected while
creating the quota.
After generating a product spread, you can modify the allocation numbers, and add
new products or product categories to it. Whenever you make any manual changes to
the product spread, automatic adjustments are made to adjust the allocation numbers so
that the sum of all product allocation numbers in the product spread is equal to the
quota.
To generate and modify the product spread for a quota, log in to Oracle Channel
Revenue Management with Oracle Trade Management User responsibility.
Prerequisites
• Products must have been defined for the quota.
• The quota must be in the Draft status.
• Modifiers that are created in Advanced Pricing directly will not be available for
update in Channel Revenue Management.
Navigation: Channel Revenue Management: Quota >Quotas > Quota Name > Generate
Product Spread.
Notes:
• Generate Product Spread: The product spread is generated based on the products

that you have defined for the quota, and the sales figures of the previous year. If
there is any remaining quota requests after the selected products have been
allocated, it is accounted for in a general category named Others.
• Edit Product Spread: Use to modify the product spread. The product spread
displays the distribution based on the time spread that you have selected (monthly
or quarterly). The inventory is updated based on order management and POS
[Point of Sales] data imports. The Inventory data is updated on this screen based on
a concurrent job. All data coming from Order management is considered as
'Inventory In' while POS data is considered as 'Inventory Out'. A monthly time
spread divides the quota on a monthly basis (January, February, March) while a
quarterly time spread divides the quota is divided on a quarterly basis (January-
March, April -June). The product sales achieved during the same period in the
previous year is displayed against the respective targets for the current periods.
• Add Another Item: Enables you to add products or product categories to the
product spread.
• Recalculate: After making changes to a product spread, click Recalculate to

redistribute products based on the changes made.
Note: You can modify the product spread only for the current and
future periods. If you reduce the quantity of products that has been
assigned to a territory, then the balance is moved to the Unallocated
category.
Submitting a Quota for Approval

A quota becomes active only after it is approved. The only instance where the quota
does not require approval is when you are both the creator, and the approver of the
quota according to the approval rules.
To submit an existing quota for approval, log into Oracle Channel Revenue
Management with Oracle Trade Management User responsibility. Notifications are sent
to the approvers after you submit the quota for approval.
Navigation:Channel Revenue Management: Quota >Quotas > Quota Name > Request
Approval.
Approving a Quota
After a quota has been submitted for approval, you will receive workflow notifications
if you are the designated approver.
To approve a quota, log into Oracle Channel Revenue Management with Oracle Trade
Management User responsibility.

Navigation: Channel Revenue Management: Home > Tools > View Notification Work
List.
Adding or Removing Users

The Team option enables you to add or remove other groups or users to the activities of
a quota. By using this option, you can assign access to team members. The access that
the group or team member gets depends upon the group type that the team member
belongs to. For example, if you add the Administrator Group to a quota, then all the
team members belonging to that group will have administrator rights on the quota.
Navigation only for the offer types, Accrual, Off Invoice, and Trade Deal: From the
Trade Planning tab, click Offers subtab, then the offer. In the Update Offer page, click
the Additional Links subtab, and then click the Team link.
Navigation: From the Trade Planning tab, click Offers subtab, then the offer. In the
Offer Details page, click the Collaboration link, then click the Team link.
Use the following procedure to add or remove users.
Prerequisites
An existing quota.
Steps
1. Log in to Oracle Channel Revenue Management as Oracle Trade Management User
and navigate to Quota > Quotas.
2. Click the hyperlink of the quota.
3. Click the Collaboration side navigation link, and then click Team.
4. Select either User or Team from the User/Role drop-down list, and select the
appropriate value from the Name LOV.
5. Optionally, check the Edit Metrics check box.
6. Optionally, to remove a User or a Team, click the corresponding Remove icon.
7. Click Update.
Creating a Quota Allocation

Use the quota allocation process to distribute targets to each level in a sales team
hierarchy. When the discount values on a product fluctuate related to the price of base
products, the discount amounts can be managed automatically. For example, the
discounts on dairy products may vary based on the price of milk. Also, the discount on
a product may vary based on the territory that the customer falls under.
Navigation: Channel Revenue Management:Administration >Channel Revenue

Management > Quota > Quotas > Quota Name > Allocation > Create.
Notes:
• Hierarchy: Select the territory name that you have defined in the Market Eligibility.
• Start Level, End Level, and Start Point: The Start Level can be anywhere within the
territory hierarchy. For example, in a hierarchy level of Country > State > City, the
Start Level does not always have to be Country. It can also be State or City. The End
Level, and Start Point must be less than or equal to the Start Level.
• Method :
• Even Distribution: Allocates quota equally across all the territories.
• Manual: Manually enter the quota that must be allocated to each territory.
• Prior Year Sales Total in Amount: Allocates quota based on the sales figures of
the previous years
• Basis Year: This LOV is activated if you select the method as Prior Year Total Sales
in Amount. The quota will be allocated based on the sales figures of the basis year
that you select here.
Submitting a Change Request For Top-down, Bottom-up Allocation

After a quota allocation has been created, if you are a Sales Representative and recipient
of the quota allocation, you can review the allocation, offer your inputs, and put in a
request for changes to be made in the allocation. You can also add supporting
documents to justify why you need to revise your original quota allocation; you can
request an increase or decrease to your quota allocation. A workflow notification is sent
to the approver after you submit the request.
To submit a change request based on an existing quota allocation, log in to Oracle
Channel Revenue Management with Oracle Trade Management User responsibility.
Navigation: Channel Revenue Management: Quota > Quotas > Quota Name >
Allocation.
Notes:
• Worksheet: Click the link corresponding to the allocation for which you would like
to offer your inputs.
• Quota Number: Enter the quota number that you would like to recommend, and
optionally enter a justification in the Notes field.
• Supporting Docs: Documents can be any type of electronic file (.doc, .pdf, .xls, and
so on). These are the documents that contain information to support your request

for a different quota number.
Updating a Request Submission For Top-down, Bottom-up Allocation

If you are the Sales Manager who has created the allocation, you may accept or reject
the request submissions that have been made by the Sales Representatives.
To accept or reject a request submission, log in to Oracle Channel Revenue Management
Prerequisites:
• An allocation has been initiated, and the allocation is not active yet.
• You are the creator of the allocation.
• The recipient has made a request submission.
Allocation.
Notes:
• Worksheet Column: In the Worksheet column, click the link corresponding to the
allocation for which the request submission has been made. The list of all the
territory hierarchies are displayed. To identify the territory that has submitted the
request, check the Requested Amount, and the Allocation Status columns. The
Requested Amount column shows the details of the total amount that has been
requested by the territory, and the allocation status appears as Submitted.
• Action Required: Select an option based on whether you wish to approve or reject
the request. If you reject the request, the allocation status changes to Rejected. The
submitter may make changes in the request and resubmit it.
Approving a Quota Allocation

A quota allocation can become active only after it is approved.
To approve a planned quota allocation, log into Oracle Channel Revenue Management
Allocation > Worksheet.
Notes:
The Worksheet shows the distribution of the quota across the territory hierarchy.
Change the allocation status to Active, and click Update.

Searching for Quotas
The Quota Search Results page displays the list of quotas that fit the search criteria that
you specified in the Quota Summary Advanced Search page.
Click Modify Criteria to search for quotas based on a different search criteria.
Advanced Search
The Personalize option enables you to search for quotas based on specific criteria. Use
the following procedure to filter the search results, select the columns that must be
displayed in the Quota Summary page, and save the search.
Prerequisites
None.
Steps
and navigate to Quota > Quotas.
2. Click Personalize.
3. To further search for quotas in an existing saved search, select the name of the
saved search from the Saved Search drop-down list. To create a new search view,
select All Quotas from the drop-down list.
4. In the Search Criteria region, select the criteria based on which you would like to
search for quotas.
5. In the Filter search by region, select from one of the following:

• My Records: displays all the quotas that you have created.
• My Team's Records: displays all the quotas that are created by the team to
which you belong.
• All Records: displays all the quotas.
6. In the Display Options region:

• Select the columns that must be displayed in the Quota Summary page, by
moving the required columns from the Available Columns to Displayed
Columns.
• Select values from the Sort Rows By, Then By, and Finally By drop-down lists,
and select a Sort Order (Ascending or Descending) for each of the options. The
data will be sorted based on the options that you select here.

• Enter the number of rows that must be displayed in the Quota Summary page.
7. Enter a name in the Save Search As region.
8. Click Save.
9. Click Save and Apply to save the search as the default search. You can also
optionally check the Use as Overview Page Default to save the search as the default
search.

5
Budget Management

• Budget Overview
• Budget Management Components
• Creating a Budget
• Approving a Budget
• Allocating a Budget
• Utilizing a Budget
• Understanding Budget Reconciliation
• Understanding Budget Tracking
Budget Overview
The primary objective of any organization is to achieve sales goals by using funds and
resources through effective budget management.
A budget is a repository of funds that can be used to fund sales and trade promotion
activities. Budget management involves budget planning, allocating budgets for the
right activities, budget accounting, and tracking fund utilization.
The Budgets module in Oracle Channel Rebate and Point-of-Sale Management provides
centralized information of all the sales and trade promotion activities, and fund usages.
This enables you to plan and track fund usage and ensure that resources are deployed
effectively. It offers access to historical sales and pricing information, which you can use
to plan for budgets based on facts.
You can use Oracle Channel Rebate and Point-of-Sale Management Budgets to do the
following:
• Create a budget, transfer funds between budgets, allocate a budget, accrue budget
based on sales, and perform budget adjustments
Budget Management 5-1

• Define market eligibility and product eligibility for the budget, and ensure that a
budget is used only for the specified purpose
• Track budget utilization at any point in time using checkbook views and reports
• View payment details and statuses of all the trade promotion activities that are
associated with a budget
The budgets function also supports the Oracle Partner Management business flow.
Special pricing, soft funds, and referral compensation requests that are created in Oracle
Partner Management can source funds from budgets in Oracle Channel Rebate and
Point-of-Sale Management. Fund utilization for these requests are tracked through
budgets in Oracle Channel Rebate and Point-of-Sale Management.
Finance Managers, Sales Managers, or a Marketing Managers can all control budgets. In
this guide, we use, the terms "budget" and "fund" interchangeably.
Budget Management Components

The following figure illustrates the process flow for budgets, starting from budget
creation to budget reconciliation.
Process Flow for Budgets
Budget Creation
A budget is a pool of funds that you can use to execute trade promotion activities such
as offers and campaigns. If you are a Sales Manager you can create either a fixed budget
or a fully accrued budget based on your business requirements. You can also define the
market eligibility and product eligibility for the budget to ensure that a budget is used
only for the specified purpose. After creating a budget, you must submit it for approval.
A budget becomes active only after it is approved by the designated approvers.
However, a budget does not require approval if you are the creator, and the approver
according to the approval rules.
Budget Approval
Budget approval is the process by which the designated approvers approve the budget
and it becomes active. During the budget approval process, the approvers may
approve, reject, or put the request on hold. A budget can start funding trade promotion
activities only after it is active.
Budget Allocation

Budget allocation is usually done by the Sales Manager and involves distributing funds
from the budget across sales territories and regions. If you are a administrator or a sales
manager a budget can be allocated down a territory hierarchy created in Territory
Manager. After the initial allocation is complete, the Sales Representatives of the
territories may offer their inputs for the fund allocation. You can revise the allocation
and reallocate funds based on these inputs. The fund allocation must be approved
before the Sales Representatives can start using the budget to fund trade promotion
activities in their territories.
Budget Utilization
A budget gets utilized through budget requests and budget transfers. A budget request
is a request to source funds from a budget to execute offers and campaigns. A budget
transfer involves transferring funds from one budget to another.
When a budget request is submitted for approval, budget-offer validation occurs in the
background. If budget-offer validation fails, then the requestor is notified. If it passes,
the request is routed to the budget owner. The budget owner may approve or reject the
request. If the request is approved, funds are committed to the activity.
The columns in the budget get updated according to the fund usage.
Budget Reconciliation
If you are the budget owner, then you can reconcile a budget after all the offers that are
associated with a budget are closed, and a budget is no longer required. If there are any
active offers that are associated, the offers must be closed before reconciling the budget.
Budget Tracking
After offers are associated with the budget, depending upon the orders received,
shipped, and the claims that are settled, the Committed, Utilized, Earned, and Paid
columns in a budget get updated accordingly. These columns also get updated
whenever there is a transfer of funds. The following views enable you to track the funds
and activities related to a budget:
• Budget checkbook view: displays the total fund usage for a budget.
• Offer checkbook view: displays the fund usage for a specific offer.
• Customer checkbook view: displays the fund usage for a specific customer.
Creating a Budget
Budget creation involves planning the scope of the budget, and the manner in which it
will be utilized. It includes deciding on the budget type and category, and the market
and products that the budget must target. Information in this section will enable you to:
• Understand and create fixed budgets, page 5-4
• Understand and create fully accrued budgets, page 5-5

• Understand budget category, page 5-8
• Understand budget thresholds, page 5-9
• Add budget thresholds and update account details, page 5-11
• Release or reserve holdback amount, page 5-12
• Understand and define market eligibility and product eligibility for budgets, page
5-12
• Understand budget-offer validation, page 5-16
• Understand copy budget and budget delete functions, page 5-18
Budget Tree
The budget tree enables you to view the parent budget and its child budgets.
• To view the list of child budgets expand the parent budget by clicking on the tree.
• To view the details of the parent or a child budget, click the hyperlink of the
budget.
• Click the Total, Planned, Committed, Utilized, Earned, and Paid Amounts to view
the respective Budget Details Checkbook.
Fixed Budget
A fixed budget is a pool of money, with value greater than zero. Fixed budgets provide
better budget estimates in advance. The first step in creating a fixed budget is to decide
on the maximum funds the budget can include. You can define fixed budgets for
different customer and product attributes. You can allocate fixed budgets based on
territories that are set up for Oracle Channel Revenue Management. Territories are set
up in the Oracle E-Business Suite Territory Management module.
You can utilize a fixed budget in a number of ways including but not limited to the
following:
• Accrual Offers (also known as bill-back or rebate).
• Off-invoice Offers (also known on-invoice in other regions)
• Lump sum Offers
Other core trade promotion activities such as campaigns and offers can also utilize
funds from a fixed budget.
The following example shows how a fixed budget gets updated when you source an

accrual offer from the budget.
A manufacturer, Goodway sets up a fixed budget for all its sales and trade promotion
activities in USA. The fixed budget has committed funds of $1 million. USA is divided
into four regions. The Sales Manager of US West region gets an allocation of $500,000. A
Sales Representative from the region decides to give a promotion to one of the
customers whereby the customer accrues 10% of the price of the product each time he
buys a unit of product X. Goodway may later pay these accruals to the customer
through a claim (settled with a check or a credit memo) or a deduction (settled by a
credit memo). The Sales Representative asks the Sales Manager for $10,000 to fund the
offer. When this fund request is approved, the US West budget looks as follows:
Total Committed Utilized Earned Paid
$500, 000 $10,000 0 0 0
A customer places an order for 50 units of the product which has a regular price of $100.
An accrual of $500 is created ($100 times 50 times 10%). The Funds Accrual Engine, a
concurrent process scheduled to run in the background gets the accrual information
and updates the budget as follows:
$500,000 $10,000 $500 $500 0
Fully Accrued Budget

A fully accrued budget, also called a live fund, starts with zero funds when it is created.
The benefits of using a fully accrued budget are that organizations do not have to spend
time and resources to perform rigorous budget planning. They can accrue budgets
based on real time sales data. You can create fully accrued budgets to accrue funds for
customer, or accrue funds for sales activities.
• Accrue funds for Customers
When you create accrual budgets to accrue funds for customers, you use the
accrued funds for promotional activities such as offering incentives to retailers
based on their performance. This money earned by the retailers is accumulated over
a period of time and they can later claim this amount by submitting claims or short
paying invoices.
Example: You can create a fully accrued budget to offer incentives to retailers. The
retailers receive $10 for every unit of Product A that they sell. Each unit of the
product costs $100. The number of units that the retailers sell are tracked, and

accruals are paid on a quarterly basis. At the end of the quarter, the fully accrued
budget includes the sum total of all funds that must be paid to the retailers. A
particular retailer sells 100 units of the product, and therefore accrues $1000 ($10
times 100). At the end of the quarter, the fully accrued budget includes $1000, which
the retailer can claim.
You can create any number of fully accrued budgets for customers. Buying group
related accounts are also supported. For example, an organization can set up a fully
accrued budget for all its customers. It can also establish a second fully accrued
budget for a specific customer group such as all the customers in a particular
territory, or for selling items from specific product areas such as paper and
janitorial supplies.
• Accrue Funds for Sales

Apart from creating fully accrued budgets to offer incentives and discounts to
dealers and customers, you can also create fully accrued budget accrued to sales
level to accrue funds for a sales person. This kind of fully accrued budget enables
the Sales Representatives to spend funds at their discretion. The total budget
amount that the Sales Representative can spend depends on the sales achieved and
the amount that is accrued in the budget.
The accrued amount is updated in the Total budget column, and drilling down on
the total budget amount shows details of all the accrual records that make up the
total budget amount. The Sales Representative can use this amount to create other
offers. The utilized and earned columns get updated when orders against these
offers are booked and shipped.
Example: You can create a fully accrued budget, accrued to sales, to give 10%
discount on a product. The product costs $100. If a customer places an order for 20
units of the product, then the accrued amount as per the discount offered is $200.
Because the fully accrued budget is created to accrue funds for the Sales
Representative, this $200 is not paid to the customer. Instead, the Sales
Representative can use this amount to create other offers for any of the other
customers.
After the funds are accrued, the Sales Representative uses $200 that is accumulated
in the budget to create an Accrual offer to give 5% discount for the customers every
time they place an order for a product.
Example: The product costs $100. A customer places an order for 10 units of the
product and accrues $50 [10 times $5 (5% of $100)] according to the discount
offered. At the end of the month, the customer raises a claim and the Sales
Representative pays this amount to the customer. The utilized and earned columns
in the fully accrued budget, accrue to sales show $50 after the order is booked and
shipped.
The funds in a fully accrued budget increase based on the accrual parameters that are
specified in the budget. Accrual parameters are conditions based on which accruals take
place and the customers placing orders earn accruals; for example, accrue 3% for

product X. A fully accrued budget can have multiple accrual parameters for products or
product families just like in offers.
For example, you may define one fully accrued budget which states that:
• if a customer buys product X then accrue 3%
• if a customer buys product Y then accrue 4%
• if a customer buys product Z then accrue 5%
After you define accrual parameters, they are automatically passed to Oracle Advanced
Pricing. In the background, a fully accrued budget actually creates an Accrual Offer.
The manner in which an Accrual offer updates a fixed budget is different from how it
updates a fully accrued budget.
If you source an accrual offer from a fixed budget:
1. The committed column in the budget increases after the funding is approved
2. The utilized column increases after sales takes place and accruals are created
On the other hand, if you source the accrual offer from a fully accrued budget, the
columns in the budget are updated according to how it is set up as explained in the
table below. These two accrual types are separate activities and can even occur
simultaneously on the same order transaction.
You can create fully accrued budgets to accrue to different levels:
Accrue to Liability Flag Budget Comments

Level Columns
Updated
Customer On Total, A customer purchases products and accrues

Committed, funds. The customer can later claim
Utilized accruals or deduct the amount from
payments

Accrue to Liability Flag Budget Comments
Level Columns
Updated
Customer Off Total A customer purchases products. Money is

accrued but the customer is not entitled to
receive payments immediately. The money
accrued in this manner can be used to pay
for negotiated discounts, sales and trade
promotion costs and rebates.
For example, a customer organization may

need to perform additional activities such
as a special in-store display of the product
for which they can earn money. You can
create a Lump sum offer with the
performance requirement for special in-
store display proofs and source the offer
from the budget.
Sales On -NA- Not applicable; Not supported
Sales Off Total A customer purchases products. Money is

accrued but is given to the sales person
(budget owner) who can then spend it with
discretion. For example, the sales person
can use the money to fund any of his
promotions to any of his customers. The
customer does not know about this kind of
accrual.
Depending on the industry, the use of fixed budgets versus fully accrued budgets is
different. For example, the consumer goods sector may have an average of 40:60 (40% of
their budgets on a fixed basis, 60% on a fully accrued basis); while the more traditional
food and beverage may have an average of 10:90 (10% of their budgets on a fixed basis,
90% on a fully accrued basis).
Budget Category
Budget categories serve the purpose of classification, determining the approval rules,
and determining the Accounts to which the GL Postings must be made.
A budget category is a configurable way to classify a budget. A category can be for any
sales or trade promotion purpose. Categories can be arranged in hierarchies.
For example, a budget category--Trade Promotion can be created for Sales Promotion,
Advertising Funds, or Partner Marketing Funds. The budget category--Sales Promotion,
in turn may have multiple sub-categories such as Partner Marketing, and New Product

Introduction.
Budget categories determine the approval rules. Each budget category has an approver
who is responsible for approving or rejecting the budgets related to the category. All the
budget requests that related to a particular category are routed to the designated
approver.
For example, you create a budget to source a sales promotional activity, and select the
budget category--"Sales promotion". When you submit the budget for approval, the
request is routed to the approver who is responsible for approving or rejecting the
budgets that are related to this category.
Budget categories are also used to default the base General Ledger accounts (GL
accounts) to account entries.
Budget Thresholds
Budget thresholds enable you to monitor the activities of a budget, and recognize
inconsistencies such as over spending and non-adherence to budget norms. The
Administrator can set different rules to send out alert notifications to inform you about
the fund usage and depletion at various levels. A budget threshold contains a set of
rules. The Administrator sets up a budget threshold rule and then assigns it to a budget.
For example, a budget threshold can be created with 4 lines, one for each quarter. Each
line contains different conditions and frequency such that notifications will be sent to
alert a user if the budget utilization is for:
• The first quarter is more than 25% of the committed amount.
• The second quarter is more than 50% of the committed amount.
• The third quarter is more than 65% of the committed amount.
• The fourth quarter is more than 75% of the committed amount.
Org-Striping in Budgets
Org striping enables you to restrict offers, budgets, and pricelists to the respective
operating units. By org-striping budgets you can:
• Use budgets for funding trade promotion activities within the same operating unit
as the budget
In org-striped budgets the operating unit details are derived from the MOAC profile
options, MO:Default Operating Unit.
Note: Org-stripping does not affect offer security. Offer ownership and
group access determine the offer security.

Impact of Org-Striping on Budgets
Org-striping has no effect on Fixed Budgets, and budget integrations with Oracle
Marketing and Oracle Partner Management.
Org-striping has the following impact on Fully Accrued Budgets:
• Fully Accrued Budget - Sales:
The total balance is accrued based on the offers and orders that are executed in the
same operating unit as the fully accrued budget. The budget balance can be used to
fund trade promotion activities in other operating units. Org-striping does not have
any impact on budget-offer validation
• Fully Accrued Budget - Customer, Liability Flag ON:

The total balance is accrued based on offers and orders that are executed for
customers in the same operating unit as the fully accrued budget.
Accrual offers or volume offers are created automatically based on whether the
customers place single purchase orders or cumulative purchase orders. In these
cases, the impact on the budget is the same as the impact of org-striping on accrual
and volume offers.
• Fully Accrued Budget - Customer, Liability Flag OFF:

The total balance is accrued based on offers and orders that are executed for
customers in the same operating unit as the fully accrued budget. Only the
customer specified on the budget can claim the accrued money.
Creating a Fixed or Fully Accrued Budget

Based on your business requirements, you can create either a fixed budget or a fully
accrued budget. For a fixed budget, you must up front decide the maximum funds that
it can include. A fully accrued budget on the other hand starts with zero funds; funds in
the fully accrued budget increase according to the sales achieved.
To create either a fixed budget or a fully accrued budget, log in to Oracle Channel
Revenue Management as Oracle Trade Management Super User.
As a prerequisite, a set of books must be defined.
Navigation: Budget > Budgets > Create.
Notes:
• Setup Type: Select either Fixed Budget or Fully Accrued Budget.
• Name: Enter a name for the budget. Do not enter a tilde (~) character in the name.
• Budget Number: Enter a unique budget number. If you leave this field empty, then
a unique budget number is automatically generated.

• Business Unit: Business units are organizations, which are set up in Oracle Human
Resources with Type = Business Unit. It is used here mainly for classification
purpose. It can also affect the approval rules.
• Parent Budget: Selecting a parent budget name will make the current budget a
child of the parent budget, thus establishing a budget hierarchy.
• Budget Type: The type of the budget defaults from Setup Type. For example, if you
have selected the Setup Type as Fixed budget, then the value "Fixed" will be
defaulted here.
• Budget Category: Budget categories are set up in Administration and can be used
to classify the budget. If any GL accounts are associated, and if a profile for
showing GL accounts on screen is set, those GL accounts will default on to the
budget. In addition, an approval rule for a budget may use budget category as one
of its criteria. Ledger is also defaulted based on Budget Category.
• Budget Amount: If it is a fixed budget, then enter the amount that the budget will
have. If it is a fully accrued budget, then verify that the budget amount is zero, as a
fully accrued budget starts with zero funds.
• Currency: By default, this field displays the functional currency of the ledger. You
can change it to another currency.
• Holdback Amount: If it is a fixed budget, then enter the amount that you would
like to reserve and not allocate down to lower levels. You may choose to reserve or
release the holdback amount at any time. To release the holdback amount at a later
point of time, you can manually reduce the amount that you had originally entered
as holdback amount, and click Update. If it is a fully accrued budget, then verify
that the holdback amount is zero.
• Accrue To: For a fully accrued budget, select either Customer or Sales from the
Accrue To drop-down list. This field determines if the fully accrued budget accrues
to the customer or to the Sales Representative.
• Liability: For a fully accrued budget, check the Liability Flag if the accrual offer is
created to accrue funds for customer. If checked, the committed, utilized, and
earned columns get updated along with the total and available columns.
Adding Budget Thresholds

A budget threshold contains a set of threshold rules. When you add thresholds to a
budget, alert notifications are automatically sent to inform you about the fund usage
and depletion at various levels.
To add an existing budget threshold rule to an existing budget, and to update
accounting details, log in to Oracle Channel Revenue Management as Oracle Trade

Management Super User.
Navigation: Budget > Budgets > Budget Name.
Notes:
Select a threshold rule from the Threshold LOV.
Releasing or Reserving Holdback Amount

To reserve or release holdback amount from an existing budget, log in to Oracle
Channel Revenue Management as Oracle Trade Management Super User.
Navigation: Budget > Budgets > Budget Name > Holdback.
Notes:
Enter an amount in the Requested Amount field, and select either Release or Reserve
from the Transfer Type drop-down list.
Defining Eligibility
Defining the market eligibility and product eligibility for a budget, ensures that the
budget is reserved to fund trade promotions only for:
• Regions and territories that you have specified in the market eligibility
• Products and product categories that you have specified in the product eligibility
When an offer sources funds from a budget, the market eligibility and product
eligibility of an offer are matched with the market eligibility and product eligibility of
the budget. The offer can source funds from the budget only if these conditions match.
This process by which the conditions are matched is known as budget-offer validation.
For more information, see About Budget-Offer Validation.
Validation for market eligibility and product eligibility happens simultaneously. For
example, if a budget is created for the US West region and Toy products, and an offer is
created for a customer in the US West region but for Games products, then the
validation fails.

Market eligibility defines the customers or customer groups that a budget must target.
For a fixed budget, defining market eligibility enables you to classify and validate a
budget to ensure that a trade promotion activity matches the purpose of the budget. For
example, you create a budget for all the customers in the US West region. If a Sales
Representative creates an offer for a customer in the US East region, then the validation
fails, and the offer will not be able to source funds from the budget.
Eligibility for a fixed budget can be defined for the following:
• Individual customers

Individual customers include sold-to, bill-to, or ship-to customers. Bill-to and ship-
to customers are different divisions of the sold-to customer. A sold-to customer can
have multiple bill-to and ship-to locations. These are the customer accounts in
Oracle's Trading Architecture Community (TCA).
For example, an organization places an order for certain goods. The organization
requests you to ship the goods to the Development division, and send the invoice to
the Accounts division for processing. Here:
• The parent organization is the sold-to location
• The Development division is the ship-to location because it is the location to

which you ship the goods
• The Accounts division is the bill-to location because you send the invoice to this
division for processing
• Buying Groups
Buying Groups are organizations that are formed when organizations group
themselves together to leverage on higher purchase volume achieved as a group.
This enables them to negotiate better prices and discounts when they purchase
goods from the manufacturer. To form Buying Groups, various TCA parties are
linked together based on a predetermined party relationship.
For example, a customer Organization A has sub units--Organization B, and
Organization C, which are different legal entities. Organization A and its legal
entities can form a Buying Group and be treated like a single customer. If they
choose to have different accounts with your organization, then they will be treated
like individual customers, and not a Buying Group.
• Lists
Lists are groups of customers or customer contacts created based on specific
criteria. The criteria can be specified using Oracle Discoverer workbooks or queries.
For example, you can search for all customers who have purchased something from
your organization in the last two months, and save the results as a list.
• Segments
Segments are similar to lists. They are groups of customers or customer contacts.
Like lists, they are also created based on user-specified criteria through Oracle
Discoverer workbooks or writing queries. For example, you can query for
customers with revenue more than $100, and save the results as a segment.
The difference between a list and a segment is that a list is static, whereas a segment
is dynamic. A list always contains the same number of customers. A segment on the
other hand may vary. In the above example, the query may fetch 100 customers for
this month, but in the next month, there may be only 75 customers who achieve this
revenue.

For more information on segments, see the Oracle Marketing User Guide.
• Territories
Territories are another way to group customers together. They are created in the
Oracle E-Business Suite Territory Management module. You can create territories
based on various customer and geographical attributes. For example, you can create
a territory called US West and include all the customers in the US Western states
under it.
For a fully accrued budget, you can define market eligibility by using the highly
configurable qualifier contexts and attributes that are set up in Oracle Advanced
Pricing. By using qualifier contexts and attributes, you can set up market eligibility for a
fully accrued budget in a manner that is similar to setting up market eligibility for a
fixed budget. You can define market eligibility for customers, buying groups, lists,
segments, and territories.
If a fully accrued budget either accrues to the sales level, or to the customer level with
the liability flag off, then you can use the amount in the fully accrued budget to fund
offers just like a regular fixed budget. In such cases, the eligibility validation described
for fixed budgets also applies to fully accrued budgets.

Defining Market Eligibility for a Fixed Budget

Defining market eligibility for a fixed budget enables you to specify the customers or
customer groups that a budget must target.
To define market eligibility for a draft fixed budget, log in to Oracle Channel Revenue
Management as Oracle Trade Management Super User.
Navigation: Budget > Budgets > Budget Name > Market Eligibility.
Notes:
Select a value for the Eligibility Context, and then select the Eligibility Name based on
the Eligibility Context.
Defining Market Eligibility for a Fully Accrued Budget

For a fully accrued budget, market eligibility can be defined by fully using the highly
configurable Qualifier Contexts and Attributes as set up in Oracle Advanced Pricing.
To define market eligibility for a draft fully accrued budget, log in to Oracle Channel
Navigation: Budget > Budgets > Budget Name > Accrual Parameter Details > Execution.
Notes:

In the Offer Details - Market Eligibility page, enter or modify information as desired.
Defining Product Eligibility

Product eligibility defines the product or product families or groups that a budget must
target. Products are items in the Inventory System. Product categories contain products.
Defining product eligibility enables you to:
• Classify budgets and reserve them for specific products or product categories
• Validate whether the purpose of an offer matches with the purpose of the budget
For a fixed budget, you can define product eligibility for product categories and
products. While defining product eligibility, you can either include or exclude products
from the product category. The following example shows how you can exclude a
product from a product category.
Computer Devices is a product category, which includes the products Monitor,
Keyboard, Mouse, Printers, and Speakers. You wish to create budget to give 15%
discount on all the products except Speakers. To define the product eligibility, select the
product category as Computer Devices which displays the list of all the products that
belong to this category.
Next, exclude Speakers from this list. Doing this applies the product eligibility only to
Monitors, Keyboards, Mouse Devices, and Printers, and only those offers that are
created to promote these devices will be able to source funds from the budget. On the
other hand, because you have excluded Speakers from the product eligibility, an offer
for Speakers will not be able to source funds from this budget.
For a fully accrued budget, you can define product eligibility by using the product
contexts and attributes that are set up in Oracle Advanced Pricing.
Updating Products for a Fixed Budget

Defining product eligibility enables you to specify the products or product families or
groups that a budget must target.
To define product eligibility for a draft fixed budget, log in to Oracle Channel Revenue
Navigation: Budget > Budgets > Budget Name > Products.
Notes:
• Product Family: The fixed budget will be limited to the product categories that you
select here. You can choose multiple product categories.
• Products: Select the products you would like to include or exclude from the
category set that you have selected. Include or exclude products as required.

Updating Products for a Fully Accrued Budget
For a fully accrued budget, product eligibility can be defined by fully using the highly
configurable Qualifier Contexts and Attributes as set up in Oracle Advanced Pricing.
To define product eligibility for a draft fully accrued budget, log in to Oracle Channel
Navigation: Budget > Budgets > Budget Name > Accrual Parameter Details.
Notes:
Enter all the products that are eligible for the budget, and save the changes.
For more information, see the Oracle Advanced Pricing User Guide.
Budget Offer Validation

Budget-offer validation ensures that funds from a budget are utilized only for the
specified purpose. When you create a budget, you define market eligibility and product
eligibility for a budget. Market eligibility and product eligibility are also defined for
offers. If the budget-validation offer option is turned on, whenever a request is
submitted to source funds from a budget, the market eligibility and product eligibility
of the budget and offer are matched. If the conditions do not match, then the budget
request is rejected and the offer will not be able to source funds from the budget.
For example, you create a budget for US West Region and Computer Devices. If a Sales
Representative creates an offer for US East Region and Beverages, and submits a budget
request, then the validation fails, and the offer will not be able to source funds from the
budget.
The above example shows how budget-offer validation works when an offer is sourced
from one budget.
Sometimes, an offer or a campaign may source funds from multiple budgets. For
example, budgets may be allocated to different Sales Managers who are responsible for
different customer segments. When a new product is introduced, an offer created for
that new product may receive funding from multiple budgets that have been created for
different customer segments.
Depending upon the setups in your organization, one of the following takes place when
an offer or campaign sources funds from multiple budgets:
• No validation for customers and products
The market eligibility and product eligibility of the offer and the sourcing budgets
will not be matched; budget-offer validation does not take place.
• Validate customer and products by each budget

The market eligibility and product eligibility of the offer and the sourcing budgets
will be matched. The offer will be able to source funds only from those budgets
with which the conditions match.

• Validate customer by each budget, product by all budgets
If this option is implemented, then:
• The individual market eligibility of each sourcing budget must match with the
market eligibility of the offer.
• The combined product eligibility of all the sourcing budgets must match with
the product eligibility of the offer.
For example, an offer has been created for US West region for the products--
Monitors, Keyboards, and Printers. The offer requests funding from two budgets
with the following market and product eligibilities.
Budget Name Market Eligibility Product Eligibility
Budget A US West Monitors
Budget B US West Keyboards, Printers
Here, both the budgets have US West as the market eligibility and the combined
product eligibility of the budgets matches with the product eligibility of the offer.
Therefore, budget-offer validation passes and the offer will be able to source funds
from Budget A and Budget B.
• Validate product by each budget, customer by all budgets

• The individual product eligibility of each sourcing budget must match with the
product eligibility of the offer.
• The combined market eligibility of all the sourcing budgets must match with
the market eligibility of the offer.
For example, an offer has been created for US West region for the products--Toys
and Games. The offer requests funding from two budgets with the following
market and product eligibilities.
Budget Name Market Eligibility Product Eligibility
Budget A California Toys, Games
Budget B Oregon Toys, Games

Here, both the budgets have Toys and Games as the product eligibility, and the
combined market eligibility of the budgets match with the market eligibility of the
offer because California and Oregon are parts of US West. Therefore, budget-offer
validation passes and the offer will be able to source funds from Budget A and
Budget B.
GL Postings for the budgets occur based on how budget-offer validation is

implemented in your organization.
For validation of offer operating unit ledger and budget ledger, use the profile option
OZF: Validate Budget Ledger with Offer Ledger.
In the Create Offer page and the Update Offer page, for an offer that is specific to an
operating unit, the Budget LOV displays budgets that belong to the offer's ledger. To
specify a default budget for the Budget LOV on the Create Offer page, use the profile
option OZF: Default Budget for an Offer.
For an offer specific to an operating unit, the Budget Request page displays budgets
that map to the offer's operating unit ledger. In the Budget Adjustment page, when the
Activity Type is Offer, the Activity Name LOV displays offers that are sourced from
this budget.
Copying and Deleting Budgets

Copy Budget enables you to create a new budget by copying information from an old
budget. For example, you can create a copy of the yearly budget that repeats the same
essential information each year, and update it.
You can delete a budget if it is in the Draft, Cancelled, or Archived status. After a
budget is deleted, you will not be able to search and find the budget in Oracle Channel
Revenue Management.
Approving a Budget
After creating a budget, you must submit it for approval in order to activate the budget.
After a budget becomes active, it can start funding trade promotion activities.
• Understand the budget approval process
• Initiate budget approval
• Approve budgets
Understanding the Budget Approval Process

The budget approval process involves reviewing, and approving or rejecting budgets. A
budget becomes active after it is approved by the designated approvers. If the budget is

approved, you can source funds for various trade promotion activities from the
budgets.
On the other hand, if the budget is rejected, you will not be able to withdraw funds
from the budget. In a budget hierarchy, child budgets can become active only if the
parent budget has been approved and made active. The only instance where a budget
does not require approval is when the budget owner is the one and only approver
according to the approval rule setups.
After a budget is submitted for approval, the approval rules determine the approval
flow. Approval rules can be configured, and multiple rules can be created based on the
characteristics of the budget. There are two types of Approval rules:
• Root budget approval rules: to determine the person who will be responsible for
approving a budget itself.
• Budget approval rules: to determine the person who will be responsible for
approving an offer, a campaign, an event, or any request to source funds from a
budget.
The approver may approve, reject, or put the budget on hold. The budget status
changes accordingly and appears on the screen. This enables you to know the exact
status of a budget at any point of time. Budget status is also known as system status.
The following table describes the different statuses that a budget can go through.
Budget Statuses
Status Description
Draft The budget status appears as Draft when the budget has not yet
been submitted for approval. A budget in the Draft status can
be updated any time. From Draft, the budget status may
change either to Pending Approval or Cancelled. If you are the
budget owner and also the owner of the parent budget, you can
directly change the status to Active.
Pending Approval The budget status appears as Pending Approval if the budget is
awaiting approval. The budget status may change to either
Active or On Hold if all the approvers respond positively. The
budget status changes to Rejected if the approvers reject the
budget.
On Hold On Hold is an interim status, which means that the budget has
already obtained approval, but is not completely ready to be
made active. From On Hold, the budget status may change to
either Active or Closed.

Status Description
Rejected The budget status appears as Rejected if the approvers reject

the budget. From Rejected, the status can be changed back to
Draft.
Active The budget status appears as Active after the budget has been
approved. This means that the budget has been approved, and
is ready to fund various activities and promotions. From
Active, the status may change to either Closed and Cancelled.
Cancelled The budget status appears as Cancelled if it has been aborted.

You cannot cancel a budget if there is an approved offer
associated with it. You must first cancel all the associated
offers, and then cancel the budget. If you cancel a budget with
existing offers in the approval process, the system sends an
alert to the offer owner stating that the offer must either be
cancelled, or funded by an alternate budget. From Cancelled,
the status can only change to Archived.
Archived When the budget status appears as Archived, the budget can no
longer be used. This status cannot change to any other status.
Completed The budget status appears as Completed after all the activities
that are associated with the budget are complete and all the
funds in the budget are utilized.
Closed The budget status appears as Closed after budget has ended
and is no longer available to fund activities, and offers.
Apart from system statuses, there are user statuses that enable multiple users to review
a budget before it is submitted for approval. For example, a team of finance executives
administers a budget. Each individual in the team must review a budget before
submitting it for approval. So there may be multiple user statuses created as follows:
System Status User Status
Draft First Reviewer
Draft Second Reviewer
Draft Third Reviewer

System Status User Status
Draft Final Reviewer
The budget is initially in the "Draft - First User" status. The First Reviewer reviews the
budget, and puts it in "Draft - Second Reviewer" status. This serves the purpose of
letting everyone know that the budget has been reviewed and handed over to the
Second Reviewer. Here, the system status is "Draft" where as the user statuses are
"Draft-First Approver" and "Draft-Second Approver". Because the underlying system
status is "Draft", the budget has all the behaviors of a draft budget. This means that the
budget can be updated and funds cannot be withdrawn. Thus, the user status enables
everyone in the team to know the state of the budget.
Initiating Budget Approval

To initiate budget approval for an existing draft budget, log in to Oracle Channel
Navigation: Budget > Budgets > Budget Name > Request Approval.
Notes:
After you submit the request, it is sent to the designated approvers. The approval status
changes to Pending Approval. You can view the approval status by clicking View
Approval. The View Approval button appears only until the request is in the Pending
Approval status.
Performing Budget Approval

When a budget owner submits a budget for approval, you will receive a workflow
notification if you are the designated approver.
To approve a budget, log in to Oracle Channel Revenue Management as Oracle Trade
Navigation: Workflow > Worklist, or Home > Tools > View Notification Work List.
Notes:
Select the notification that corresponds to the budget that must be approved, and click
Approve.
Allocating a Budget
Budget allocation is the process of allocating a budget across territories. Budget
allocation can be done only after a budget is approved and is active. After the budget is
allocated, each territory receives its share of the budget, which it can use to execute

trade promotion activities. Information in this section will enable you to:
• Understand the budget allocation process
• Understand top-down bottom-up budgeting
• Create and activate a budget allocation
• Submit a change request during top-down bottom-up budgeting
• Approve or reject a request submission
Understanding the Budget Allocation Process

Sales activities of organizations may span different territories and regions (geographic
locations). After a budget is approved and active, you can distribute funds down the
sales territory hierarchy. This process of allocating funds down the territory hierarchy is
known as budget allocation. Each of the levels in the sales territory hierarchy can use
their share of funds to execute trade promotion activities in their geographic location.
For example, an active budget has $75,000. The Sales Representatives of each of the
territories require funds to execute sales promotion activities. You can allocate funds
among these territories based on the demand for the products in each of these
territories.
As shown in the Budget Allocation diagram the allocations are as follows:
• Territory A (Active Budget) - $75,000
• Territory B - $25,000
• Territory B1 - $8,000
• Territory B2 - $10,000
• Territory D - $30,000

Budget Allocation
Territories can be arranged in a hierarchy. For example, a sales territory--US West can in
turn include California and Oregon territories. You can allocate a fixed budget down a
particular territory hierarchy. Budget allocation enables you to establish a top-level
value for your budget or allocation funds and distribute the roll-down values to the
lowest hierarchy levels, based on the sales data (shipped order amounts) from the
previous year. When the allocation is complete, a budget hierarchy, which is similar to
the territory hierarchy is created. The primary person in each territory becomes the
budget owner. The other team members in the territory become team members of the
budget.
During budget allocation, you can perform the following actions:
• Specify holdback amounts or holdback percentage at each level of the hierarchy
• Edit allocations
• Transfer funds
• Release holdback funds
Note: Holdback amount takes precedence over holdback

percentage. Holdback percentage is considered only when the
holdback amount is not specified.
After creating a budget allocation, you must submit it for approval. The Sales
Representatives can start utilizing funds from the budget only after the approvers

approve the allocation.
The following example shows how a budget can be allocated down a sales territory
hierarchy.
The following is a sales territory hierarchy:
US West
California
Oregon
The individual sales that was achieved in each of these territories is as follows.
US West territory: $300K (independent of the sales of its child territories)
California: $500K
Oregon: $200K
The total sales that was achieved in the prior year was $1 million.
A budget--Sales Budget 2006 with total funds of $10,000 is allocated down this
hierarchy without holding back any funds. The allocation is based on the sales achieved
in the previous year. A budget hierarchy is created by the allocation as follows:
Sales Budget 2006
Sales Budget 2006 - US West
Sales Budget 2006 - California
Sales Budget 2006 - Oregon
The budget balances for each of these territories will be as follows:
Sales Budget 2006 - $0
Sales Budget 2006 - US West: $3K
Sales Budget 2006 - California: $5K
Sales Budget 2006 - Oregon: $2K
The roll-up view of this budget hierarchy will be as follows:
Sales Budget 2006 - $10K
Sales Budget 2006 - US West: $10K
Sales Budget 2006 - California: $5K
Sales Budget 2006 - Oregon: $2K
After the process of budget allocation is complete, the owner of Sales Budget 2006 can
automatically access all the three budgets in the hierarchy. The owner of Sales Budget
2006 - US West can access Sales Budget 2006 - California, and Sales Budget 2006 -
Oregon.
See Roll-Up View and Self View.

Note: Territories are created in Oracle E-Business Suite Territory
Management module and provide a means of grouping customers.
Territories may be created based on various customer and geographical
attributes - customer name, account code, customer category, account
hierarchy, city, country, county, postal code, province, state, account
classification, party relation, site, classification, customer profile, or
sales channel.
Top-down Bottom-up Budgeting

Sales activities in an organization begin with analysis, forecasting, and allocation of
funds down the hierarchies. During the planning phase, based on the sales figures of
previous years, the Sales Management can allocate funds without taking inputs from
the lower levels. This type of budget allocation is known as top-down budgeting.
In a bottom-up budgeting process, budget amounts are rolled up from the lower levels
to the Sales Management. After funds are allocated, lower levels may offer their inputs
to the Sales Management, and allocations can be altered accordingly.
Top-down bottom-up budgeting is performed by first allocating budgets based on some
criteria such as prior year sales, then by accepting input from lower levels. Multiple
such top-down and bottom-up cycles may continue until the budget numbers are
finalized.
The following figure illustrates the top-down bottom-up budgeting process.
A top budget owner may be a sales or marketing executive. A mid budget owner may
be a sales manager or a marketing manager. A bottom budget owner may be a
marketing team member or a field sales person. Each level of management will see the
roll-up numbers for the budget and the child budgets for which they are responsible.

Top-down Bottom-up Budgeting is when a Sales Manager allocates a budget to the
Sales Representatives who view the budget allocation before it is activated, and
manually request for more funds.
Example
You, the Sales VP in USA, plan to finalize the sales budget for the upcoming year. You
create a total budget for the entire sales hierarchy and allocate it to different sales
territories.
The Sales Representatives may view the allocation and offer their inputs. You may
reallocate the budget based on these inputs. After the allocation is finalized, the Sales
Representatives can start using the allocated funds to execute trade promotion activities
in their respective territories.
The following figure illustrates the top-down bottom up budgeting process, starting
from creating a budget and allocating it, to reviewing inputs and activating the
allocation.
Creating a Budget Allocation

After the budget is approved and active, you can allocate the Budget to the Sales
Representatives in the territory hierarchy. Budget allocation determines the share of the
budget that each of the territories and regions in the sales team hierarchy will receive.
To create a budget allocation from an approved budget. log in to Oracle Channel
Navigation: Budget > Budgets > Budget Name > Allocation > Create.
Notes:
• Action: Select either of the following:
• Add on to Existing Budget Hierarchy: the hierarchy that has been defined for
the budget will be used.
• Create New Budget from this Allocation: you must define the hierarchy for the

allocation by specifying the Start Level and End Level.
• Start Point and Exclude Start Node from this Allocation: If you check the Exclude
Start Node from this Allocation option, then funds will not be allocated to the top
level of the hierarchy.
For example, in the hierarchy US West > California > San Francisco, you must
allocate funds only to California and San Francisco and exclude US West. You can
exclude US West from the allocation by checking this option.
• Allocation Method: Select one of the following options:

• Even Distribution: Allocates funds equally across all the territories
• Manual: You must manually enter the amount that must be allocated to each
territory
• Prior Year Sales Total in Amount: Allocates funds based on the sales figures of
the previous years. Select the Basis Year if you select the method as Prior Year
Total Sales Total in Amount. Funds will be allocated based on the sales figures
of the basis year that you select.
• Holdback Amount and Holdback Percentage: This is the amount that you do not
wish to allocate immediately. An amount or percentage can be withheld from the
allocation process at each level in a hierarchy.
• Worksheet: The worksheet shows the distribution of the budget across the
hierarchy that you created. If you wish to make changes in the allocation, you can
make the changes here.
After you publish the allocation, the status changes to Planned. To update an existing
allocation, select the required allocation number and modify the information as desired.
Submitting a Budget Allocation Change Request

After the Sales Management allocates funds, if you are the Sales Representative who is
the recipient of the allocation, you will receive a workflow notification. You can review
the amount that has been allocated to you, and if you require a different amount than
what has been allocated, you can suggest a new amount for the allocation.
To request for changes to be made in the original allocation, log in to Oracle Channel
Revenue Management as Oracle Trade Management User.
Prerequisites:
• A draft or active fixed budget has been created and an allocation has been initiated.
• You are the recipient of the allocation.

• The allocation is not active yet.
Navigation: Budget > Budgets > Budget Name > Allocation.

Notes:
• Worksheet: In the worksheet column, click the link corresponding to the allocation
for which you would like to offer inputs.
• Rollup Total: Enter the new amount that you would like to recommend.
• Supporting Files: You can attach documents in formats including .doc, .pdf, .xls,
and so on.
The Sales Management may either accept or reject the request. If the request is rejected,
then you must resubmit the request. Repeat the steps in this procedure to resubmit a
request.
Approving a Budget Allocation Change Request

To accept or reject the request submissions that have been made by the Sales
Representatives, log in to Oracle Channel Revenue Management as Oracle Trade
Management User.
Prerequisites:
• A draft or active fixed budget has been created and an allocation has been initiated,
and the allocation is not active yet.
• You are the creator of the allocation.
• The recipient has made a request submission.
Navigation: Budget > Budgets > Budget Name > Allocation.

Notes:
• Worksheet: Select the allocation for which the request submission has been made.
The list of all the territory hierarchies are displayed. To identify the territory that
has submitted the request, check the Requested Amount, and the Allocation Status
columns. The Requested Amount column shows the details of the total amount that
has been requested by the territory, and the allocation status appears as Submitted.
• Action Required: Select an option depending on whether you wish to approve or

reject the request. If you reject the request, the allocation status changes to Rejected.
The submitter may make changes in the request and resubmit it.
Activating a Budget Allocation

To activate a planned budget allocation, log in to Oracle Channel Revenue Management

as Oracle Trade Management Super User.
Navigation: Budget > Budgets > Budget Name > Allocation > Worksheet.
Notes:
The worksheet shows the distribution of the budget across the territory hierarchy.
Change the allocation status to Active, and click Update.
Utilizing a Budget
A budget can fund many trade promotion activities. Funds from the budget are
committed against each of these trade promotion activities, and are utilized over a
period of time. The budget checkbook gives the status of the funds in a budget
including the total, committed, utilized, earned, paid amounts, and the GL posting
details of the budget. Information in this section will enable you to:
• Understand budget utilization
• Understand and process budget requests and transfers
• Understand budget mass transfer
• Understand and view recalculated committed
• Understand and create budget adjustments
• Understand the integration of budgets with offers (integration with sales orders)
• Understand basic and advanced General Ledger integration with respect to budgets
Overview
A budget is utilized when you withdraw funds to execute trade promotion activities.
The utilized, earned, and paid columns in the budget are updated during various stages
of offer execution, and these columns enable you to track fund utilization.
The utilized column records integration of the budget to sales orders, regardless of the
order channel. The following types of records are stored in this column:
• Costs from the trade promotion activities including Off-invoice offers
• Accruals that are created from offers
• Adjustments that are created in the budget checkbook
When an order is placed, the utilized column gets updated to show all the funds that
are likely to be utilized for the order. This however, does not give you the exact
earnings based on the goods shipped. The earned column records the amount that is

accrued based on the goods that are actually shipped.
The paid column records all of the payment information of the budget by:
• Off-invoice offers
• Claims that are settled through credit memos or checks
• Deductions that are settled through credit memos
Example: you create an offer for $10,000 to give 10% discount on a product. After the
offer is approved, the committed column in the budget shows $10,000. The cost of the
product is $100. A customer places an order for 10 units of the product. Therefore, the
total order value is $1,000, and after discount, it is $900. The discount offered is $100,
which is the amount utilized from the budget.
You however decide to ship only 5 units of the product initially, and ship the remaining
units next month. Because only 5 units of the product are shipped, the customer is
eligible to claim only $50. This is the amount that is earned from the budget.
You settle the claim and pay $50 to the customer, and you make this payment through a
cheque. This is the amount that is paid, and the paid column gets updated accordingly.
Therefore, the budget checkbook gets updated as shown below:
$500,000 $10,000 $100 $50 $50
In the above example:

• The total column shows the entire amount in the budget.
• The committed column shows the amount that is committed to all approved trade
promotion activities that source funds from the budget. In this case, the committed
column shows $10,000 after the offer has been approved.
• The utilized column gets updated after orders are placed against the offers. In this
case, the utilized column gets updated to $100 after the customer places an order
against the offer and the orders are booked.
• The earned column gets updated after the products are shipped. It shows the total
amount spent from the budget based on the goods that are actually shipped. In this
case, the earned column shows $50 after you ship 5 units of the product.
• The paid column shows the total amount that is paid towards settling all the claim
requests. In this case, the paid column gets updated to $50 after you settle the claim
raised by the customer.

Understanding Budget Requests and Transfers
Funds are utilized from budgets when budget requests or budget transfers are
approved. A budget request is a request to withdraw and use funds from a budget to
execute trade promotion activities such as offers and campaigns.
A budget transfer involves transferring funds from one budget to another; it involves
moving money from one budget to another.
Budget Request
In the Budget Request diagram Offer 1 requests funds from Budget A while Offer 2
requests funds from both Budget A and Budget B.
Budget Request
Budget request is an explicit request to withdraw funds from a budget to execute trade
promotion activities such as offers and campaigns. You may submit a budget request to
give an offer to customers. A budget request may also be submitted by the owner of
another budget.
For example, you plan to execute a campaign--New Product Introduction to introduce a
new product into the market. You must submit a budget request to source funds for this
activity. You can also submit a request to source funds from a budget owned by another
person.
Budget requests must be approved before the money is transferred. The Administrator
configures approval rules to route different requests to different approvers. A budget
may fund multiple trade promotion activities, and a trade promotion activity can source
funds from multiple budgets. For more information and procedures related to sourcing
offers from a budget, see the Trade Planning and Offers chapter in this guide.
Budget Transfer
In the Budget Transfer diagram, Budget A transfers funds to Budget B.

Budget Transfer
Budget transfer involves transferring funds from one budget to another. To create a
budget transfer, both the budgets must be approved and active. For example, "New
Product Introduction" fund may not need as much money as originally forecasted
because the new product does not perform well. You can transfer money out of it into
other budgets so that the money can be spent somewhere else.
You cannot transfer funds from budgets that are cancelled, closed, or archived. Also, if a
child budget is cancelled, you cannot transfer funds from the child budget to the parent
budget. To transfer funds from a child budget, after the budget is complete, you must
first make a manual a negative adjustment for the amount which is committed and but
not paid. You must then accordingly decrease the committed amount, and then transfer
the remaining funds to another budget and then close it.
If an offer or a budget that requests funds from another budget uses a different
currency, then conversion can be done automatically if the profile AMS: Currency
Conversion Type has been implemented in your organization.
All movements of money in and out of any given budget are tracked to provide
complete audit control.
Creating a Budget Request

If you are the budget owner who wants to request additional funds from another
budget, then you can do so by submitting a budget request. After you submit a budget
transfer request, the granting budget owner may review your request and either accept
or reject it.
Note: Budget requests for offers are created by the offers users. See the
Offers chapter for the detailed procedure on creating a budget request
to source funds for an offer.
To submit a budget request, log in to Oracle Channel Revenue Management as Oracle

Trade Management Super User.
As a prerequisite, the granting and receiving budgets must be active.
Navigation: Budget > Budget Transfer > Create Request.
Notes:

• Budget Recipient: Select the receiving budget. This is the budget into which funds
will be transferred.
• Required By: This field indicates the date by which you require the funds to be
transferred. It is a way of letting the granting budget owner know the urgency of
the request; it has no functional impact.
After you submit the request, the request status changes to Planning, and the granting
budget owner is notified.
Creating a Budget Transfer

A budget transfer involves transferring funds from one budget to another. When there
are requests for funds transfer, you will receive workflow notifications if you are the
owner of the granting budgets. You can transfer funds from your budget to the
receiving budget by creating a budget transfer.
To create a budget transfer, log in to Oracle Channel Revenue Management as Oracle
Trade Management Super User.
As a prerequisite, the granting and receiving budgets must be active.
Navigation: Budget > Budget Transfer > Create Transfer.
Notes:
• Budget Recipient: Select the budget into which funds will be transferred.
Approving a Budget Request

When offer users create budget requests to source funds for offers, you will receive
workflow notifications if you are the owner of the granting budgets.
To either accept or reject a budget request, log in to Oracle Channel Revenue
Navigation: Workflow > Worklist or Home > Tools > View Notification Work List.
Notes:
From the list of open notifications, select the appropriate notification and click either
Approve or Decline based on whether you wish to approve the request or reject it.
Linking Budgets for Mass Transfer

Promotional offers to customers may remain active for multiple fund periods. When an
offer sources funds from a budget, funds are committed to the offer. During changeover
of fund periods, new budgets will be established whereas old budgets will be closed.
Some of the orders that have been placed against offers in the old fund period remain
active even though the old budgets get closed. The payments against these orders that
are earned in the new period must be tracked in the budgets in the new period. These

committed but unearned funds can be tracked by mass transferring them from the old
budget to the new budget.
When a customer places an order, initially only the utilized column in the budget gets
updated. The earned columns get updated only after the order is shipped and the
customer pays for the order. In between, if there is a changeover of fiscal periods, then
the old budget closes and a new budget is established. The offer must start sourcing
funds from the new budget, and all payments that are received in the new period must
be tracked in the new budget.
For example, an offer is active between June and December. The offer closes on 1st
January. A customer places an order on 31st December. Goods are dispatched during
February and the customer pays for the goods in the month of March. In this case, even
though the order has been placed when the old offer was active, the actual earnings are
received only in the new fund period. To track these earnings in the budget for the new
fund period, all the committed but unearned funds must be transferred from the old
budget to the new budget.
Committed, but unearned funds can be transferred from the old budget to the new
budget by creating a new budget and linking it to the old budget by a concurrent
process automatically.
For example, a budget--Trade Promotion Budget 2003 is active between 1st January
2003 and 31st December 2003. You create a new budget called Trade Promotion Budget
2004 to continue executing the same set of activities for the forthcoming year. In this
case, you must transfer all the funds from Trade Promotion Budget 2003 to Trade
Promotion Budget 2004. The old budget can be linked to the new budget by running a
concurrent process, and funds are transferred automatically.
The Administrator in your organization must run this concurrent request for you. See
the Oracle Channel Revenue Management Implementation Guide for more information.
When the old budget and the new budget are thus linked, funds from the old budget
are automatically transferred to the new budget. However, the start date of the new
budget must be later than the start date of the old budget.
Adjusting a Budget Using Recalculated Committed

Recalculated committed enables you to spend money based on the available funds.
When an offer or a campaign is sourced from a budget, the requested amount is
committed to the activity. The offer may receive many orders, and sometimes the
amount spent may be more than the originally committed amount or less than the
committed amount. If recalculated committed is implemented in your organization, the
committed funds are automatically increased or decreased based on the performance of
the offer.
Organizations generally establish offers for a set period of time. For example, an offer
may remain active for 6 weeks to 1 year. Even though organizations create forecasts for
fund usages, the actual fund usages depend upon the performance of the offer. When
organizations commit more funds than necessary to meet the actual requirements, it

results in money unutilized at year-end. If recalculated committed is implemented,
based on the offer performance, it automatically performs real-time adjustments to the
committed funds and ensures that there are no unutilized funds at the year-end.
Recalculated committed is based on comparing the average committed amount against
the actual utilized amount. While the committed amount determines the maximum of
what the utilized amount can be, the relationship is reversed for recalculated
committed. If recalculated committed is implemented, then the utilized amount
determines the recalculated committed amount. Recalculated committed cannot be used
for offers with the maximum committed indicator--Terms Upgrade or Lump sum offers.
Recalculated committed enables you to measure and account differences between the
expected performance and the actual performance. You can perform adjustments to the
budgets on an ongoing basis, and use budgets effectively. The Administrator sets the
frequency (daily, weekly, or monthly) for these adjustments. The adjustments occur on
a timely basis and enables you to establish new deals within an acceptable time period.
For example, a promotion is established for a full year with an original committed
amount of $200,000. In this example, by utilizing the simple methodology, adjustments
are done on a monthly basis and the committed and utilized amounts are updated
accordingly.
Month Number of Daily Monthly Actual Adjustments

Days Forecast Forecast Monthly on Monthly
Usage Basis
January 31 $547.95 $16,986.30 $20,000 $3,014
February 28 $547.95 $15,342.47 $12,000 $3,3,42
March 31 $547.95 $16,986.30 $16,500 $486
April 30 $547.95 $16,438.36 $17,750 $1,312
May 31 $547.95 $16,986.30 $12,220 $4,766
June 30 $547.95 $16,438.36 $19,750 $3,312
July 31 $547.95 $16,986.30 $21,000 $4,014
August 31 $547.95 $16,986.30 $13,300 $3,656
September 30 $547.95 $16,438.36 $18,850 $2,412
October 31 $547.95 $16,986.30 $16,000 $986

Month Number of Daily Monthly Actual Adjustments
Days Forecast Forecast Monthly on Monthly
Usage Basis
November 30 $547.95 $16,438.36 $12,450 $3,988
December 31 $547.95 $16,986.30 $10,000 $6,896
Note: This example shows how adjustments can be done on a monthly

basis. Recalculated committed can also be implemented to make
adjustments on a weekly, or daily basis. The frequency of adjustments
is based on a profile option setting. For more details, see the Oracle
Channel Revenue Management Implementation Guide.
Viewing Recalculated Committed

Recalculated committed enables you to spend money based on the available funds.
To view recalculated committed, log in to Oracle Channel Revenue Management as
Oracle Trade Management Super User.
As a prerequisite, the recalculated committed function must be implemented in your
organization. Else, the committed amount is displayed in the recalculated column.
Navigation: Budget > Budgets > Personalize.
Notes:
Select and move Recalculated Committed from the Available Columns to the Displayed
Columns. Save the changes.
Understanding Budget Adjustments

Budget adjustments enable you to manually decrease or increase the committed and
earned amounts in a budget. You may need to perform budget adjustments to rectify
erroneous entries or to incorporate differences in invoicing and pricing information.
You can make the following four types of adjustments to a budget:
• Decrease committed
Use this option to decrease the amount that is committed to a trade promotion
activity.
For example, you might source funds for a campaign and commit $10,000 to the
activity. If the campaign does not perform well and the amount utilized is only
$4,000, you can decrease the committed amount to $4,000.

• Increase earned
Use this option to increase the amount that is earned for a trade promotion activity.
Sometimes, there may be a mismatch between the amount entered and the actual
amount earned from the budget. This could occur for various reasons including
erroneous entries or differences between the entered amount and the invoice
amount. In such cases, you may want to change the earned amount. If the amount
that was originally entered is less than the actual amount earned, you can increase
the earned amount. When you increase the earned amount, the committed amount
increases accordingly.
For example, when you source funds for a campaign, you appoint an agency to
execute the activities. The agency initially gives you an invoice for $8,000, which
you enter as the earned amount. Later, the agency submits a new invoice for $10,000
because there was a mistake in the first invoice. You can increase the earned
amount to $10,000.
• Decrease committed and earned

Use this option to decrease the amount earned for a trade promotion activity. If the
earned amount entered is less than the actual amount earned, you can decrease the
earned amount. When you decrease the earned amount, the committed amount
decreases accordingly.
For example, you source funds for a campaign, and you appoint an agency to
execute the activities. The agency gives you an invoice for $8,000, which you enter
incorrectly as $10,000. Later you realize that you made a mistake, you can decrease
the earned amount to $8,000.
• Decrease earned
Use this option to decrease the amount earned for a trade promotion activity.
If a budget adjustment reference includes a product, then the entire adjustment is

applied to the specified product. If the adjustment references a campaign or an offer, the
adjustment is applied equally to all the products in the offer.
You can adjust a budget at the Beneficiary level when the offers have associated
beneficiaries. Offers can have beneficiaries at the header, market eligibility, or line level.
Manual adjustments can be done for any beneficiary regardless of the beneficiary
present at the offer header or line level. For increased earnings adjustments:
• When a beneficiary value is specified, the application increases accruals for the
customer and beneficiary.
• When a beneficiary value is not specified, the application increases accruals for the
customer.
For decrease earnings adjustments, when the functional, budget, and offer currencies
are not the same:

• For a customer and associated beneficiary, the application uses FIFO logic to
decrease accruals. If an order number is provided during the adjustment process,
the application will reverse the order-specific accruals.
• When a beneficiary value is not specified, the application uses FIFO logic to reverse
accruals. This is valid regardless of the beneficiary present in the accrual records.
Accounting entries are created in the General Ledger by taking Base General Ledger
accounts from the budget, budget category, or system parameters. The Account
Generator, if implemented, replaces the General Ledger product segment account
information with the product segment of the COGS account (from inventory item based
on which accrual is made). If an inventory item cannot be determined for the utilization,
then the base General Ledger account is used. See the Oracle Channel Revenue
Management Implementation Guide for more information.
In addition to the adjustments mentioned above, the system creates the following
automatic adjustments:
• Recalculated Committed Increase
• Recalculated Committed Decrease
• Volume Offer Adjustment Increase
• Volume Offer Adjustment Decrease
• Scan Data Offer Committed Increase
• Scan Data Offer Earned Increase
For more information on Volume and Scan Data offer adjustments, see Integration to
Sales Orders (Accrual Offers).
Creating a Budget Adjustment

Budget adjustments enable you to manually decrease or increase the committed and
earned amounts in a budget.
To create a budget adjustment, log in to Oracle Channel Revenue Management as
Oracle Trade Management Super User.
As a prerequisite, you must be able to access the budget adjustment functions.
Navigation: Budget > Budgets > Budget Name > Checkbook > Adjustments.
Notes:
• Global: Only for global offers, select this check box to enable manual budget
adjustments across all operating units. To display the Global check box you must
set the value of the OZF: Allow Manual Budget Adjustment for Global Offer profile

option to Yes.
When posting to GL the account derivation rule checks for an account in this order:
1. Account Generator Workflow
2. Account provided during paid adjustment in the Budget Adjustment public

API
3. Adjustment Type
4. Budget
5. Budget Category
6. System Parameters
The Budget and Budget Category accounts are ignored if the budget ledger and the
adjustment type ledger are different.
• Type: Select the type of adjustment that you would like to make. After you select
the Type, a description of the adjustment type is displayed in the Description field.
The name and description of your adjustment types is determined by your
organization and are based on one of the adjustment types: decrease committed,
decrease committed and earned, decrease earned, and increase earned.
• Date: The adjustment is recorded on the date that you select.
• GL Date: Specify the date for the GL postings to occur. If a date is not selected, a
default date is used by the system.
• Activity Type: Select the type of activity to which this adjustment is related.
Adjusting for Off-Invoice Offers

Off-invoice offers include Off-invoice, Order value, Promotional goods, and Terms
upgrade offers. When Off-invoice offers are applied, it gives certain discounts and
reduces the amount that the customers have to pay. When you source Off-invoice offers
from a budget and execute the offers, the utilized and paid columns in the budget get
updated simultaneously.
For example, the selling price of a product is $100. You create an off-invoice offer to give
10% discount on the product, and you source the offer from a budget. The committed
amount for the offer is $10,000. A customer places an order for 10 units of the product.
Because the discount offered is 10%, the customer has to pay only $900 instead of
$1,000. In this case, the amount the utilized, earned, and paid columns in the budget
both simultaneously get updated to $100.

$500,000 $10,000 $100 $100 $100
Adjusting for Accrual Offers

Accrual offers include Accrual, Lump sum, Scan data, and Volume offers. When an
accrual offer is applied, it gives certain discounts, but does not reduce the amount that
the customers have to pay. Instead, accruals are created for customers and the accruals
are tracked in the background. The customers get paid back either by submitting a
claim or through deductions.
In case of accrual offers, the utilized, earned, and paid columns are updated based on
the accrual offer type. The manner in which these columns are updated for each of the
accrual offer types is discussed in the following sections.
• Accrual Offer, page 5-40
• Lump Sum Offer, page 5-41
• Scan Data Offer, page 5-42
• Volume Accrual Offer, page 5-43
Accrual Offer
In an Accrual offer, incentives are based on cumulative purchases made over a specific
period of time. Funds are accrued over a period of time before it is paid to the customer.
Therefore, only the utilized column gets updated when the customer books an order.
The earned column gets updated when the order is shipped, and the paid column gets
updated after the claim raised by the customer is settled.
For example, an accrual offer has a committed amount of $10,000, and gives 10%
discount on a product. The selling price of the product is $100. Each time customers
place orders for the product, they get 10% accrual on each unit of the product
purchased. A customer places an order for 5 units of the product, and accrues $50 based
on the discount. The budget gets updated as follows:
$500,000 $10,000 $50 0 0

Lump Sum Offer
In Lump sum offers, the utilized, earned, and paid columns get updated based on
whether the Lump sum offer is with spread or without spread. For example, a Lump
sum offer is created to offer $5,000 to a customer if he displays an in-store
advertisement.
If the Lump sum offer is without spread, then as soon as the offer starts, the
organization recognizes the whole amount as money utilized. The budget gets updated
as follows:
$500,000 $5,000 $5,000 $5,000 0
If the Lump sum offer is with spread, then the amount is spread over a period of time
and is utilized based on the time periods specified.
Spreading enables you to amortize the accruals over a period of time. For example, you
might incur a slotting or listing allowance of 200,000 and want to "spread" the cost over
a 6 month period.
Assume that the offer lasts for 10 days. The budget utilization on the first day will be as
follows:
$500,000 $5,000 $500 $500 0
The budget utilization on the second day will be as follows:
$500,000 $5,000 $1,000 $1,000 0
The entire amount committed to the offer will be utilized on the tenth day, and the
budget utilization on the tenth day will be as follows:
$500,000 $5,000 $5,000 $5,000 0

Scan Data Offer
Scan Data offers usually take the form of coupons. Customers can exchange these
coupons and avail discounts on certain products. When a Scan Data offer is created,
forecasts are made regarding the scan units and values. In case of a Scan Data offer, the
committed amount and the utilized amount are updated simultaneously.
The actual data for the offer is received through claims. If the actual amount exceeds the
forecasted amount, an automatic adjustment gets created to adjust the original accrual
created based on forecasts. The committed and utilized columns are adjusted based on
the comparison between the actual amount and the forecasted amount. Adjustments are
created only up to the available amount in the budget.
For example, a Scan Data Offer has the following forecasted details:
Total Committed Total Utilized Utilized - Offer 1 Utilized - Offer 2
$10,000 $8,000 $5,000 $3,000
The actual scan data shows the following for the two lines:
Total Committed Total Utilized Actual Utilized - Actual Utilized -

Offer 1 Offer 2
$1,000 $8,000 $8,000 $5,000
Based on the comparison between the actual utilization and the forecasted utilization,
adjustments must be created to increase the Committed as well as Utilized amounts.
Adjust committed [(Actual utilization - forecast utilization) - (committed - forecast
utilization)] = [(13,000 - 8,000) - (10,000 - 8,000)] = 3,000
Adjust utilized (Actual - Forecast) for each line:
Adjust line 1 (8,000 - 5,000) = 3,000
Adjust line 2 by (5,000 - 3,000) = 2,000
When adjustments are made to the utilization, the GL entries Debit Sales or Expense
and Credit Liability are also created.
If Recalculated Committed is implemented, and the profile to allow the committed
amount to be more than the available budget is set to "Yes", then adjustments up can be
created without conditions. Recalculated committed skips making any adjustments for
Scan Data offers. This is because of the automatic adjustments which happen for Scan
Data offers when the actual amount is greater than the forecasted amount.
If Recalculated committed is not implemented, adjustments can be created only up to

the available amount in the budget. For more information on Scan Data offer
adjustments, see the Claims chapter.
Volume Accrual Offer

A Volume accrual offer or a volume rebate is an offer where in the qualified customers
accrue funds based on their cumulative purchase amounts spanning over a period of
time. The retroactive flag determines whether past orders should also be adjusted based
on the new accrual rate achieved.
For example, a Volume accrual offer is set up for a customer to accrue based on total
volume of the product sold for the next 6 months as follows:
0 - 1000 accrue 5%
1001 - 2000 accrue 8%
2001 or more accrue 10%
Each unit is priced at $1.00.

The first couple of orders from a customer look as follows:
Order No. Quantity Purchased Accrual % Accrual
1 600 5% 30
2 400 5% 20
3 100 8% 8
Adjusting for Off-invoice Discounts

Off-invoice discounts include Off-invoice, Promotional goods, Order Value and Terms
Upgrade offers. These discounts are treated as reductions in revenue. These discounts
can be treated as expenses by setting an option in System Parameters.
For example, you create an Off-invoice offer whereby a customer gets 10% off on a $100
item. When a customer places an order, Order Management takes $10 off each unit of
the item, and pass $90 of revenue to Oracle Receivables which then creates GL entries,
crediting revenue with $90. This treats the $10 as a reduction in revenue. If the option is
set to create GL entries for Off-invoice discounts, the $10 is treated as an expense
instead of reductions in revenue.
In System Parameters, the Administrator can specify whether GL entries must be

created for Off-invoice discounts. If the option is checked, the Funds Accrual engine
evaluates whether to create entries for such discounts or not. All the orders that are
placed against Off-invoice offers will have GL entries created.
The following GL entries are created whenever the order data is passed to Order
Management:
• Debit Sales or Expense or Charge (set up in Oracle Channel Revenue Management)
• Credit Revenue (set up in Oracle Receivables)
The Base Sales or Expense or Charge GL account is derived from setups done in the
following order:
• Budget which funds the offer
• System Parameters
The Administrator may use the Account Generator workflow to configure this account.
Credit entries are made to the Revenue account that is used by Oracle Receivables on
the invoice line of the sales order line with the offer applied.
For Off-invoice offers (Off-invoice, Order Value, Promotional Goods, Terms Upgrade,
and Volume offers), the Utilized column gets updated after the offer is applied on the
order. The Earned column gets updated as determined by the profile option OZF-TM:
Create GL Entries for Orders. The GL entries get created when the sales order line with
the offer applied has been shipped or invoiced. See the Oracle Channel Revenue
Management Implementation Guide for more details.
Basic Accounting for Accrual Offer Adjustments

When accruals are created either from a Lump sum, Accrual, Scan Data or Volume
offer, such accruals may be treated as liabilities by some organizations. These accruals
are tracked in the General Ledger by creating the following accounting entries.
• Debit Sales or Expense or Charge
A debit entry reduces the balance in the Sales or Expense or Charge account
selected. If the account selected is a Sales account, the accrual is treated as a
reduction in the sales revenue. If the account selected is an Expense or Charge
account, the accrual is treated as a promotional expense. The account type that you
may select depends upon the accounting policies in your organization.
• Credit Liability
A credit entry increases the balance in the Liability account that you select while
creating the entry.
Sales or Expenses or Charges are called Equity accounts. These two entries are
created to maintain the basic accounting principle that states that the following

equation must always hold true:
Asset = Liability plus Equity
For example, an accrual offer is set up to accrue 10% for every unit of a product
sold. The product price is $200. When a customer places an order for 5 units of this
product, the following accrual and accounting entries are created:
Accrual amount: $200 x 5 x 10% = $100
Debit Sales or Expense or Charge $100 Credit Liability $100
Asset: Unaffected
Liability: Credit $100 (Increase by % $100)
Equity: Debit $100 (Increase by $100)
The accounting entries created during accrual use the GL accounts from the following
setups:
• GL accounts as defined for the budget itself, along with any Account Generator
workflow updates
• GL accounts as defined for a budget category, along with any Account Generator
workflow updates
• GL accounts as defined in the System Parameters, along with any Account

Generator workflow updates
When claims or deductions are settled with the promotional earnings associated, the
liabilities are reversed and a Receivables Clearing or Payables Clearing account is
credited. For more details on claims and deductions, see the Claims chapter.
All the General Ledger entries associated with Oracle Channel Revenue Management
are created with a source called Marketing in the General Ledger. The GL categories
that are used for journal entries that are created during accrual are:
• Fixed Budgets (for accruals created for Accrual offers, Lump sum offers, Scan Data
offers and Volume offers which source funds from a fixed budget)
• Accrual Budgets (for accruals created by fully accrued budget)
Advanced Accounting for Accrual Offer Adjustments

The base GL accounts are generally taken from either a budget, budget category, or
System Parameters. Apart from this, you can modify the Account Generator workflow
to configure GL accounts dynamically. By using the Workflow Administration tool, you
can modify the Account Generator workflow, and change the values of various
segments for each account.
For example, the GL account structure of an organization is as follows:

Company-Account Type-Customer-Product-Others
The base liability account as set up with the budget is 01-0001-0002-0000-000
If this is an accrual created because an accrual offer is applied on a sales order, you can
find the customer and product attributes from the order and derive the account--01-
0001-8888-2344-000, where the segment value:
• 8888 is used to track a certain customer
• 2344 is used to track a certain product
Seeded information that you can use to derive these segment value changes are--order
header ID, order category, order type ID, price adjustment ID, order line ID, line
commitment ID, salesrep ID, organization ID, sold to customer account ID, chart of
accounts ID, operating unit, budget ID, offer ID, inventory item ID, item category ID.
But the configuration of the GL accounts is not limited to these pieces of information
only.
For example, you can use the value--offer ID to find the custom setup or any other
information about the offer. You may use all this information to configure GL accounts.
Understanding Budget Reconciliation

A budget can fund multiple trade promotion activities. After a trade promotion activity
comes to an end, the funds committed to the activity are no longer used. Budget
reconciliation enables you to return the remaining money at the end of a trade
promotion.
Reconcile Unutilized
Even after a trade promotion activity comes to an end or even after it is cancelled, it
may have committed funds that are not utilized. The "Reconcile Unutilized option
enables you to return back money that has been committed, but not utilized. When you
reconcile a budget by choosing this option, the previously committed, but unutilized
funds, are transferred from the Committed column to the Available column.
For example, a budget has an total amount of $50,000 out of which $10,000 is committed
to an offer called "New Product Promotion". The amount that is utilized, earned, and
paid from the offer is $8,000. The columns in the budget appear as shown below.
Total Available Committed Utilized Earned Paid
$50,000 $40,000 $10,000 $8,000 $8,000 $8,000
The offer has reached its end date. The Sales Representative decides that there will be
no more orders against the offer and decides to return back the remaining money,

which is $2,000 (Committed - Utilized). The Sales Representative performs a budget
reconciliation and choose the option "Reconcile Unutilized". This decreases the
committed amount and increases the available amount in the budget. The columns in
the budget appear as shown below.
$50,000 $42,000 $8,000 $8,000 $8,000 $8,000
Notice that the amount in the Available column has increased by $2,000, whereas the
amount in the Committed column has decreased by $,2000.
Reconcile Unutilized and Unpaid Earnings

If you choose the "Reconcile unutilized and unpaid earnings" option, the committed,
utilized, and earned amounts get decreased by the amount of (Utilized - Paid). This
amount is transferred from the committed column to the available column. If General
Ledger integration is implemented, then the GL entries--Debit Liability and Credit Sales
or Expense are created when the utilized is decreased.
The "Reconcile unutilized and unpaid earnings" option is used for accrual based offers
such as Accrual, Lump sum, Scan Data and Volume offers. For these offers, even after
an offer ends, customers can still submit claims. But after some time, when the
organization believes that no more claims will be coming in for the offer, it can close the
offer and reduce the outstanding accruals.
For example, a budget has an accrued amount of $10,000. The actual amount that is
utilized, and earned from the budget is $7,000 whereas the amount that is paid from the
budget is $6,000. The columns in the budget appear as shown below.
$10,000 $3,000 $7,000 $7,000 $7,000 $6,000
The offer has reached the end date and a few days have passed. The Management
conducts a review of this offer and believes that no more claims will come in. An offer
user manually changes the offer status from Active to Completed. The offer user
chooses reconciles the associated budget by choosing "Reconcile UnUtilized and Un-
Paid Earnings". An adjustment for $1,000 (Utilized- Paid) is made to the sourcing
budget, and this amount is transferred to the Available column. The committed, earned
and utilized funds in the budget are decreased. The columns in the budget appear as
shown below.

$10,000 $4,000 $6,000 $6,000 $6,000 $6,000
Notice that the amount in the Available column has increased by $1,000, whereas the
amounts in the Committed, Utilized, and Earned columns have decreased by $1,000.
When you reconcile an overpaid offer, the offer's Utilized and Earned amount is
increased to match the paid amount. The additional fund is sourced from the funding
budget and it is added as an Increase Earned adjustment in the offer checkbook.
Example
Before reconciliation
Offer Committed Utilized Earned Paid
Offer A 0 $300 $300 $400
Offer B $300 $400 $400 $500
After reconciliation
Offer Committed Utilized Earned Paid
Offer A 0 $400 $400 $400
Offer B $300 $500 $500 $500
The reconcile button appears only if a trade promotion reaches the end date and status
is completed or closed. If the trade promotion has no end date, the status should be
either Completed or Closed. A budget can be reconciled automatically based on a
concurrent process that takes a predefined grace period into account. For some
organizations, this grace period can range widely from a month to more than a year. For
such organizations, this grace period is not systematic and therefore they can reconcile
budgets at any point of time.
You can reconcile a budget only if you have the access permissions and responsibilities
as defined in the Custom setup, and Responsibility setup.
Reconciling a Budget
Funds that are committed to a trade promotion activity such as an offer or a campaign
are not utilized after the activity comes to an end. Budget reconciliation enables you to

return the remaining amount back to the sourcing budget.
To reconcile a budget, log in to Oracle Channel Revenue Management as Oracle Trade
As a prerequisite, the offer or campaign that is associated with the budget must have
reached its end date and its status must be completed.
Navigation: Offers > Offer > Offer Name > Budget.
Notes:
The Reconciliation section at the bottom of the page appears if the offer status is
Completed.
• Reconciliation Options: The two options that are available are:
• Unutilized is applicable for trade promotion purpose.
• Unutilized earnings, which is not applicable for trade promotion purposes.

Unutilized amount = Committed – Utilized.
During reconciliation, the committed amount in the budget reduces, whereas the
available amount increases. For example, an offer has committed = $10,000, utilized =
$8,000. This kind of reconciliation will decrease the committed from $10,000 to $8,000
and increase the budget's available by $2,000.
Whether the reconciliation process proceeds synchronously or asynchronously when
you click Reconcile is determined by the profile option OZF: Record Count for
Concurrent Offer Reconciliation. If the value of the profile option is either Null or zero,
then the reconciliation is processed synchronously. If the profile value is a number other
than zero, then:
• If the number of utilizations for the offer is less than or equal to the profile value,
reconciliation is processed synchronously.
• If the number of utilizations for the offer is greater than the profile value,
reconciliation is processed asynchronously.
Understanding Budget Tracking

Oracle Channel Rebate and Point-of-Sale Management includes tools and techniques
that enable you to obtain relevant information about any budget at any point of time.
These tools and drill-down facilities provide detailed reports regarding the budget, and
provide information such as:
• Available, committed, and utilized funds in the budget
• List of trade promotion activities that are sourced from the budget

• Status of each of the trade promotion activities
• Available, committed, and utilized funds against each of the trade promotion
activities
Budget Checkbook View

Budget checkbooks are used to track the usage of funds in a budget, and enable you to
track funds that are available, committed, utilized, transferred, and paid.
The following table describes the information that a budget checkbook provides.
Budget Checkbook Views
View Description
Total For a Fixed Budget, the total column shows the total funds that are
committed for the budget
For a Fully Accrued Budget, the total column shows the total funds
that are utilized for trade promotion activities.
Transferred-in The amount transferred into the budget from another budget
Total budget amount includes the transferred-in amount
Transferred-out The amount transferred out of the budget into another budget
Transferred-out amount is excluded from the total budget amount
Holdback The amount reserved in the budget
Available The amount available to fund trade promotion activities
Available = Total - Holdback
Planned Total amount of all the budget requests that are waiting for approval
Recalculated The committed amount based on the actual sales and utilization
Committed
Committed Total amount of all the approved budget requests
Utilized The amount that is utilized from the budget based on the orders that
are booked

View Description
Earned The amount that is utilized from the budget based on the goods that
are shipped
When any manual or automatic adjustments are made to the earned

column, the utilized column gets updated accordingly
Paid The amount that is paid to settle all the claims raised by the
customers. This amount also includes promotional deductions and
off-invoice updates.
Balance The balance budget amount
Balance = Available - Committed
See Fully Accrued Budget for detailed information on how the Total, Committed, and
Utilized columns get updated for Fixed Budgets, Fully Accrued Budgets, and Fully
Accrued Budgets that accrue to sales.
Viewing Budget Transaction and Offer Details

The budget transaction and budget details checkbooks enable you to know the fund
transactions for a budget such as the budget requests and budget transfers that have
been created, details of the offers that source funds from the budget, and so on. You can
also view the transaction amounts in different currencies if the transaction currency is
different from the budget currency.
For example, if the transaction currency is in pounds and the budget currency is in
dollars, you can view the appropriate amounts in the appropriate currencies.
• Budget Transaction Checkbook
Drill down the Total amount in the budget summary page to view the Budget
Transaction Checkbook. This checkbook gives a comprehensive view of how funds
have been utilized from the budget. It shows the details of all the budget requests
and budget transfers that have been created.
• Budget Planned Checkbook and Budget Committed Checkbook

Drill down the Planned and Committed amounts in the budget summary page to
view the Budget Planned Checkbook and the Budget Committed checkbook
respectively. These checkbooks give you a list of all the trade promotion activities
that source funds from the budget. Click the hyperlink of the offer or campaign to
view the details of the trade promotion activity.
• Budget Utilized Checkbook

Drill down the Utilized amount in the budget summary page to view the Budget
Utilized Checkbook. Utilized amount is the amount that is utilized from the budget
based on the orders that are booked. In case of a campaign that sources funds from
the budget, the Budget Utilized Checkbook enables you to view the actual cost that
is posted to the budget, or an adjustment that has been made. For an offer, the
amount utilized may represent an adjustment, an accrual, or a utilization line from
an off-invoice type discount. You can also view the order details from the
checkbook.
• Budget Earned Checkbook and Budget Paid Checkbook

Drill down the Earned and Paid amounts in the budget summary page to view the
Budget Earned Checkbook, and the Budget Paid Checkbook respectively.
Earned amount is the amount that is utilized from the budget based on the goods
that are shipped. For an offer, the earned amount may also represent an adjustment,
an accrual, or a utilization line from an off-invoice type discount. The Budget
Earned Checkbook enables you to view records of all the offers, order details, and
GL posting details.
Paid amount is the amount that is paid from the budget for the associated sales
promotion activities. In addition to the records of all the offers, and order details,
and GL posting details, the Budget Paid Checkbook enables you to view the claim
and payment details.
• To view the order details, click the corresponding number in the Document
column.
• To view details of a payment method, click the corresponding hyperlink of the

payment method.
• To view the GL posting details, click the corresponding GL Details icon.
Budget Utilization Views

Oracle Channel Rebate and Point-of-Sale Management collects and summarizes budget
balances for use in creating reports. Budget utilized, earned and paid columns can all be
tied specifically to a customer's transactions regardless of how the budget was
"committed". Earned minus paid is the actual accrual balance. The customer budget
view is now based on the transactions of the customer. Companies can easily view the
information using any reporting tool such as Oracle Discover.
The following table describes Utilized budget balances available in Oracle Channel
Rebate and Point-of-Sale Management:

Utilized Budget Balances
Utilizations Descriptions
Order related utilizations (positive), such as Utilizations for orders booked but not
those for accrual and off-invoice offers. shipped, invoiced or closed. These utilizations
are not the same as "earned" balances.
Return related utilizations (negative) Utilizations for return orders booked but not
invoiced (credited) or closed.
Non-order related utilizations. For example, There is no difference between utilized and
those for lump sum and scan data offers, as earned.
well as utilizations created by net accrual
offers, partner activities or indirect sales
purposes.
The following table describes Earned budget balances available in Channel Revenue
Management:
Earned Budget Balances
Utilizations Descriptions
Order related (positive) Earned balances for orders shipped, invoiced

or closed
Return related (negative) Earned balances for return orders invoiced

(credited) or closed.
Non-order related utilizations and utilizations Identical to Utilized

created by net accrual offers, partner activities
or indirect sales purposes.
The following table describes Paid budget balances available in Channel Revenue
Management:
Paid Budget Balances
Utilizations Description

Off-invoice types of utilizations such as off- Paid amounts are the same as earned
invoice, order value and promotional good amounts.
offers
For accrual types of utilizations such as Paid amounts are claim amounts associated to
accrual, lump sum and scan data offers. the accruals.
All adjustments to the paid amount, whether

manually created, created by public API or
system generated.
View by Dimensions
The balances described in the previous tables are available for the following
dimensions. Each dimension must have a unique ID. For performance reasons only IDs
can be stored in MV (Materialized Views) tables. You must provide names for these IDs
at the time of report generation.
• Time - Calendar period equals month, quarter and year periods defined in the OZF:
Marketing Calendar profile option
• Budget category
• Budget
• Budget security - Owner
• Customer party
• Customer account
• Customer account bill to site
• Customer account ship to site
• Operating unit (of the utilization record)
Cross Drill Downs

In addition to the simple reports administrators can also build reports with cross drill
down from one dimension to another as shown in the following examples:
• Time > budget
• Time > customer party >budget

• Time > customer party > account > bill to site > ship to site > budget
Rollup and Self Views

Rollup view shows the total funds in a budget including the sum of all its child budgets.
For example, for a budget that has three hierarchy levels USA, Western Region, and
California, the roll-up view of USA will be the total of the budgets committed for USA,
Western Region, and California.
The following profile options must be implemented to support multi-currency
conversion for Rollup views:
• AMS: Currency Conversion Type - to set the rate that will be used for automatic
conversions
• JTF_Profile_Default_Currency at user level - to support roll-up budget views
• AMS: Universal Currency at site level - to store all the budget currencies, and the
transaction and functional currencies for budget roll-up conversions
For example, a company has this budget hierarchy:

Global
North America (N.A.)
EMEA
France
England
Budget owners in each operation want to see roll-up views in their own currency, For
example, Euro for EMEA, pounds for England, and so on. The Global budget owner
wants the roll-up view in U.S. dollars. To accomplish this, the
JTF_Profile_Default_Currency profile must be set for England to pounds, to Euro for
EMEA, to Francs for France, to U.S. dollars for N.A. and Global.
Users in a budget hierarchy can see a real time rollup view based on their user profile
currency.
For example, a Manager in Canada may prefer to see the roll-up view of the budget in
CAD, whereas a Manager in US who owns the same budget, may prefer to see the roll-
up view in USD.
By setting the user profile currency, the Managers can see the roll-up view in the
currency that they prefer. Sets of books are used in Oracle Channel Revenue
Management for setting the functional currency.
Self view only shows the transactions and activities that the budget directly funds.
In the above example, the budget self view for the committed amount of the each of the
hierarchy levels is same as their committed funds. Thus, the budget self view for:

• USA = $15,000
• Western Region = $10,000
• California = $5,000
Offer Checkbook
An offer checkbook summarizes the funds that the offer has utilized from the budget.
The following table describes the information that an offer checkbook provides.
Offer Checkbook Views
View Description
Offer name The name of the offer along with the source code, start and end dates,
currency, and the committed amount
Budget name Name of the budget that funds the offer
Clicking on the budget name gives the details of the budget
Budget number The budget number
Every budget has a unique number
Planned amount Total amount that is planned to be spent on the offer
Committed The amount that is committed to the offer

amount
Clicking on the committed amount gives a summary of all the committed
amounts for the budget
Recalculated The committed amount based on actual sales and utilization

committed
Clicking on the recalculated committed amount gives a summary of all the
recalculated committed amounts for the offer
Amount utilized The amount that is utilized from the budget based on the orders that are
booked
For a campaign, this is the actual cost that is posted to the budget, or an
adjustment made
For an offer, the amount utilized may represent an adjustment, an accrual,

or a utilization line from an off-invoice type discount

View Description
Amount earned The amount that is utilized from the budget based on the goods that are
shipped
Amount paid The amount paid from the budget
Gives a summary of all the amount that is paid from the budget for the
associated sales promotion activities
For an offer, this can be a utilization line from an off-invoice type discount
or the information from a claim
Balance The amount remaining in the budget to fund the offer. This is based on the
funds that are committed to the offer and not the total amount in the
budget.
Balance = Available - Committed
Customer Budget View

Customer budget view enables you to view the budget usages with respect to either one
or many customers. To visit a customer checkbook, you can look at the Customer
Budget View. A profile option determines if you can access the budget view with
respect to all the customers or only those customers with respect to your budget.
To view the customer checkbook, log in to Oracle Channel Revenue Management as
Oracle Trade Management User.
As a prerequisite, an active budget from which funds have been withdrawn for a trade
promotion object should exist.
Navigation: Budget > Budgets > Customer Budget View.
Notes:
• View By options: The options are:
• My Customer: This returns the customers for the budgets that you can access.
The balances shown are summed up only for all the budgets that you can
access.
• All Customers: Based on a profile option, you may be able to see the total
budget balances for all the customer budgets including those that you do not
have access to.
The following information is displayed:

Field Description
Customer Customer Name
Currency The budget currency
Total after Holdback Total amount if the budget minus the

holdback amount
Planned Total amount of the budget requests that have

not yet been approved
Committed Total amount of all the approved budget

requests
Recalculated Committed The amount of commitment calculated based

on actual utilization. If recalculated committed
is implemented, the amount here displays the
real committed funds
Utilized Amount that has been utilized or earned
Paid Amount that has been paid
Balance Holdback - Committed
Budget Search
The Budgets summary page displays budgets with My Budgets as the default
predefined view. On the Budgets summary page you can create and copy budgets,
check the customer budget view, and export budget data. You can view a budget using
Self View, which displays the transactions and activities that the budget directly funds,
or Rollup View, which displays the total funds in a budget, including the sum of all its
child budgets.
You can click the Simple Search button on the Budgets summary page to search for
budgets based on specific criteria. You can then name your search and save it for later
use. You can click the Advanced Search button on the Budgets summary page or the
Saved Searches page to add further search criteria.
For numeric fields, the default search operator is equal to. For text fields, the default
search operator is starts with. For example, if you enter Sales Budget in the Budget
Name field, the search results include budgets that start with Sales Budget.
If you specify multiple search criteria, the search engine uses the and condition and the

search results include budgets for which all the criteria are met. For example, if you
select Active in the Status field and Fixed in the Budget Type field, the search results
include only active budgets with a fixed budget type.
Order Details
The order details page displays details of the order that has been placed against an offer
that sources funds from the budget. This enables you to track the orders and shipments
that are related to offers that source funds from the budget.
Shipping Details
Click the Details link to view the shipment details for the order. The Shipment Details
page displays information on the products that were ordered. You can also find out if
the order has been shipped or not. If the order has been shipped, you can see the
shipment number, method, and the tracking number. In the Budget Detail - Shipment
Detail page:
• Click the hyperlink of the invoice number to view the invoice details.
• Click the hyperlink of the shipment number to view the shipment details.
Order Items
To view the details of an ordered item, click the corresponding Item Details icon. The
Budget Detail - Item Detail page displays the following information:
• Billing Information: displays information such as the customer bill-to location,
invoice number, payment terms, and agreement. Click the hyperlink of the invoice
number to view the invoice details.
• Shipping Information: displays information such as the customer ship-to location,

shipping method, and requested delivery date.

6
Trade Planning and Offers

• Overview
• The Offer Process
• Offer Creation
• Offer Forecasting
• Offer Funding
• Offer Approval
• Offer Execution
Overview
Discount planning is an integral part of Trade Planning. It involves planning discounts
in such a way that it encourages customers to buy products, and at the same time gives
the desired return on investments. Different types of discounts must be offered based
on different business conditions and scenarios. Some of the challenges that
organizations face are those of planning discounts based on realistic data, analyzing
performance of offers, tracking usage of funds, and making real-time adjustments to
offers.
Offers in Oracle Channel Revenue Management simplifies the process of discount
planning, execution, and tracking. Offers enables you to plan and create different kinds
of offers depending upon the requirements and the results you want to achieve. You
can associate offers with products or campaigns, predict the performance of new offers,
and create adjustments to active offers. You can also track and monitor the costs and
revenues for active offers.
On the Create Offer or the Update Offer page, the following midtabs are displayed:
Products, Budget, Checkbook, Collaboration, Additional Links and Team. The actions
you can perform from this page are: adjustments, view and submit approvals, and copy
offer. You can enter information directly into the LOV fields, download table
Trade Planning and Offers 6-1

information, and sort the tables.
From the offers create or detail page you can enter details for market eligibility. On the
Market Eligibility page you can define customer hierarchy for calculating rebate. You
can define a logical hierarchy based on the party relationship. If you select the Apply to
Party Hierarchy check box for a party attribute, all the first level rows are eligible for a
rebate. You can also view the address of a customer. For offers you can define a line
level beneficiary to create a single rebate program with multiple customers and specify
a rebate beneficiary based on each customer group in the rebate.
From the Beneficiary LOV, for the offer types Accrual, Off Invoice, Volume, and Trade
Deal, you can select Custom Beneficiary at the header, qualifier, and line levels. You
cannot select Custom Beneficiary for volume offers at the line level or for trade deal
offers at the qualifier and line levels. The custom beneficiary executes the configurable
API OZF_CUSTOM_BENEFICIARY_PUB to retrieve a value for the beneficiary for
every accrual record. The name of this public API is Get Custom Beneficiary.
Products - The Products tab supports the use of custom product qualifiers in the rebate
setup. This tab displays the pricing attributes that are defined in Oracle Advanced
Pricing. The Item Type LOV displays all the values in the Add Products section for all
offer types and in the offer adjustment flows. At the product line level you can view
and update advanced options, such as, Phase, Bucket, Incompatibility, and Precedence.
You can update the advanced options at a single line or across multiple lines for
accruals and off invoice offers. You can use the Exclusion icon to exclude categories and
multitier rebate setup. You can use the Limits icon to define limits in a single page.
On the Adjustments page you can add products and customers, and specify start and
end dates to the offer midway through the offer or as a part of the back dated
adjustments flow. All the adjustments go through an approval flow and adjustments
are calculated based on the addition of new customer or products and changes in the
discount levels.
Checkbook and Budget - You can view and search the checkbooks based on checkbooks
for utilized, earned, and paid amounts of an offer. In the checkbook section, you can
group earnings by criteria and search for relevant earnings based on time, order
number, batch, invoice and other criteria. You can perform a single line budget request
or transfer from the Budget tab.
Collaboration and Team - The Collaboration tab contains sections for: Tasks, Notes,
Attachments, and Contact Points. You can enter team information on the rebate.
The Offer Process

The following figure illustrates the process flow for offers:

Process Flow for Offers
Create Offer
Offers are created to offer discounts and promote sales. You can create different kinds
of offers based on the sales objectives. You can also specify the discount levels, date
qualifiers, and market eligibility for the offer.
Create Offer Forecast
Creating an offer forecast enables you to predict the performance of new offers by
utilizing base sales data (sales data of the previous year). You can optionally create
Offer Creation offer forecasts at any time irrespective of the offer status. You cannot
modify, update, or delete a forecast after it is frozen.
Request Funds
An offer must source funds from a budget or a campaign to offer discounts to the
retailers and customers. An offer can source funds from multiple budgets, and a budget
can fund multiple offers.
Approval
An offer must go through the offer approval process to become active. The offer
approval process involves offer theme approval and budget approval. In offer theme
approval the offer plan gets approved while in budget approval the budget owners
approve the request to source funds from the budgets. An offer will only go 'Active'
after the budget approval.
Execute Offer
After an offer becomes active the offer is available to customers and they can place
orders against it. Discounts are applied when customers place orders depending on the
offer eligibility. Orders are created in Order Management.
The budgets from which the offer funds have been sourced are updated booked and the
discounts applied on the orders. Customers may claim the discounts offered by
submitting claims or by short paying invoices. The Claims module in Oracle Channel
Revenue Management handles the creation and research of these claims and
deductions.
Offer Creation
Offer creation involves an understanding of the different offer types, qualifiers,
discount tiers, budget-offer validation, performance rules, promotional limits, offers

evaluator, offer worksheet, and offer payout dates and methods.
Information in this section will explain how to:
• Create different types of offers, page 6-4
• Define qualifiers, and discount rules, page 6-25
• Define market eligibility, and product eligibility, page 6-29
• Define advanced options, page 6-33
• Defining offer payout dates and methods, page 6-35
• Define Performance Requirements, page 6-37
• View promotional limits and multiple currency price lists, page 6-40
• Define promotional limits, page 6-42
• Create offer adjustments, page 6-45
• Approve offer adjustments, page 6-46
Offer Types
Offers refer to incentives that are given to customers to encourage them to purchase
products or services. Offers are known as promotions or trade promotions and trade
deals depending on whether they target specific trade customers or specific accounts.
A few examples of offers are:
• Purchase a DVD player and get a free DVD
• Buy $100 worth of items and get 20% off your entire order
• Buy one get one free.
Oracle Channel Revenue Management supports different offer types:

• Off-invoice, Order Value, Promotional Goods, Terms Upgrade, Accrual, Net
Accrual, Volume, Trade Deal. Lump sum and Scan Data
Note: You can personalize the offer types, Accrual, Off Invoice, and
Trade Deal. This is standard OA Personalization capability. In addition,
on the Create Offer and Update Offer pages, you can enter or select the
values from the LOVs.

Accrual Offer
In an Accrual offer, delayed discounts are offered on purchases made over a specific
period of time. These delayed discounts get accrued over a period of time and retailers
can later obtain this money by submitting claims. Discounts can be tiered.
For example, an organization creates an accrual offer for Wal-Mart for the period March
1, 2004 through March 31, 2004. Wal-Mart gets $1.00 for every case of Product X that
Wal-Mart buys from the Manufacturer. Upon completion of the time period, the
accrued amount can either be paid back to Wal-Mart or can be accrued for use in future
promotions. This creates an accrual of $1.00 per case. At the end of the offer period,
Wal-Mart can raise a claim and request the organization to reimburse the accrued
incentives. If Wal-Mart has bought 1,000 units of Product X during the offer period,
then it is eligible to receive $1,000.00 ($1 times 1,000).
Lump Sum Offer

Manufacturers may have agreements with retailers to pay them if they carry out certain
trade promotion activities on behalf of the manufacturer. Lump sum offers are created
exclusively to offer incentives to retailers if they perform tasks or actions that have been
agreed upon. Promotional payments arising out of Lump sum offers are either accrued
immediately, or over a period of time. When you create a Lump sum offer, you must
include the time period within which the retailer must carry out activities that have
been agreed upon. Lumpsum offers are customer-specific; they can target only one
customer at a time.
For example:
• A manufacturer creates a Lump sum offer to offer an incentive to a retailer if the
retailer displays the products in the showroom between January 1, 2004 and
January 31, 2004.
Lump sum offers may be with spread or without spread.

• Lump sum offer with spread: The incentive is spread over a period of time and is
paid based on time periods. The incentive is divided by the number of days the
retailer is expected to carry out the activities.
For example, you create a Lump sum offer to offer $5000 to a customer if the
customer displays an in-store advertisement for 10 days. The retailer receives $500
if he displays the in-store advertisement for 1 day, $1,000 if he displays the
advertisement for 2 days, and $5000 if he displays the in-store advertisement for 10
days.
• Lump sum offer without spread:The incentive is accrued up front all at once
regardless of the time period. Using the previous Lump sum offer, the entire
incentive ($5,000) is accrued as soon as the offer is active.

Net Accrual Offer
Gross sales are sales that are achieved based on the invoice value. Net sales are sales
that are achieved after subtracting the discounts, promotions, allowances, returns, and
freight charges from the gross sales. In a Net Accrual offer, discounts are calculated
based on net sales. Net Accrual offers are used to create post sales accruals, and are
created on top of accrual offers.
For example, a manufacturer reduces the price of a product because of its poor
performance. To compensate the retailers for losses that were incurred in the previous
purchases of this product, the manufacturer creates a Net Accrual offer with a start date
before the current date and stipulates a certain accrual percentage for past product
purchases. Discounts can be tiered.
A Net Accrual offer can also have limits such as the maximum accrual amount and
maximum accrual for a customer. Accrual rules determine the accrual calculation for
Net Accrual offers. The Administrator can define accrual rules. See the section titled Set
Up Net Accrual Offers in the Oracle Channel Revenue Management Implementation Guide for
more information.
Off-Invoice Offer
This is also known as On-invoice offer. In an Off-invoice offer, discount is offered on the
invoice amount when customers purchase the specified quantity of a product. In this
case, the discount is not accrued but is directly applied on the invoice. For example, If
Product A has a price for $ 100 and a off-invoice discount of 10 % is applied, the
product will be invoiced for $ 90.
Order Value Offer

In an Order Value offer, discount is offered on the entire order value, regardless of the
number or type of products that a customer purchases. The customer may purchase
different products; discount is offered on the total value (order amount) of these
products.
Discounts can be tiered. For example:
• Spend $100 to $499 and get 10% off on the total purchase price
• Spend $500 or more and get 20% off on the total purchase price
Promotional Goods Offer

A Promotional Goods offer includes an additional product or service with the purchase
of a specified product. When customers purchase certain goods or services, they are
eligible for one of the following:
• To receive additional goods or services at no extra charge. For example, purchase a
Computer and get a free Printer.

• To receive a percentage off on additional goods or services. For example, purchase a
Refrigerator and get 50% discount on a Food Processor.
This offer type can be either on a recurring basis or non-recurring basis.

Assume that you have created Promotional Goods offer whereby customers will get 1
unit of Product B free if they purchase 10 units of Product A. In this case:
• If the offer is on a non-recurring basis, then the customer gets 1 unit of Product B on
purchasing 20 units of Product A.
• If the offer is on a recurring basis, then the customer gets 2 units of Product B on
purchasing 20 units of Product A.
Scan Data Offer

Scan Data offers are commonly used in the Consumer Goods industry. They appear as
manufacturer-sponsored coupons, consumer rebate programs, or discounts. Customers
can redeem these coupons and avail discounts on certain products. The data is
processed by third party clearing houses and passed to the manufacturer who
reimburses the retailer. Sometimes, the retailer submits the data directly to the
manufacturer who validates it and reimburses the retailer.
Redemption data can be posted when the offer is active or after it is complete.
Depending on the posting method, reimbursement can occur throughout the promotion
or after the promotion is complete. For example, an organization issues a coupon for
$1.00 off the retail price of its orange juice product. The coupon is valid for one year.
Terms Upgrade Offer

Oracle Channel Revenue Management supports the following types of terms upgrade:
• Freight terms: Enables you to specify freight terms such as paying freight charges
on behalf of the customer and claiming it back from the customer at a later point of
time; or waiving off freight charges for the customer.
• Payment terms: Enables you to enter payment specifications such as extended

payment period for the customer. For example, your organization may have a
policy requiring customers to pay within 30 days of buying a product. By
specifying payment terms, you can extend this payment period to 60 days.
• Shipping terms: Enables you to offer services such as free shipping or shipping at a
discounted price.
For each of these options, you can enter the cost of terms upgrade. For example, if you
are extending the payment period for a customer, you can enter an estimate of how
much this could cost the company. However, this field is for information purposes only
and has no functional impact.

Trade Deal
Trade Deals cover a wide variety of promotions and discounts. Off invoice as well as
Accrual offers can exist within the same offer and this is the advantage of creating a
Trade Deal.
Trade Deal enables you to create accrual discount rule as well as off-invoice discount
rule within a same offer, without having to create two separate offers for the same
purpose.
When you create a Trade Deal you can either:
• Apply only Accrual discount rules: customers accrue funds based on sales that
they achieve.
• Apply only Off-invoice discount rules: customers receive discounts on products

that they purchase.
• Apply Accrual discount rules as well as Off-invoice discount rules: customers

accrue funds based on the sales that they achieve and receive discounts on products
that they purchase.
For example, an organization launches a new product. To promote the product, it

creates a Trade Deal for retailers whereby they receive accruals for every unit of the
product sold. Apart from this, customers also receive an incentive if they feature and
display the new product in their store for a month.
In a Trade Deal, the two discount rules coexist and get applied to the order on the item
list price and not on the discounted value; if an Off-invoice offer and Accrual offer are
applied separately to the same effect, they would get applied on the order one after the
other, depending on the discount buckets setup.
For example, the selling price of a product is $100. You create a trade deal that offers
10% off-invoice and 10% accruals for the customer. When customers buy the product,
they receive 10% off the invoice ($10) and receive 10% accruals ($10). Therefore the
actual selling price will be $100 minus $10 (off-invoice) minus $10 (accruals) = $80.
If an Off-invoice offer and an Accrual offer are applied separately to give 10% off-
invoice and 10% accruals, one of these two can be based on the net price. This means
that either the Off-invoice offer or the Accrual offer will be applied first. The new price
of the product will be $100 minus $10 (off-invoice or accrual) = $90. Next, the second
offer will be further applied. The final selling price of the product will be $90 minus $9
(10% of 90) = $81.
Volume Offer
Volume offers are created to encourage customers to purchase higher quantities of
products. In a Volume offer, the qualified retailers accrue funds based on their
cumulative purchases spanning over a period of time. Volume accrual offer typically
includes multiple performance tiers. Retailers approaching a new tier may be motivated

to purchase more goods to receive a larger discount.
The incentive can be applied to a retailer's open invoices or a discretionary business
fund either as a discount, or an accrual. It can also be used to develop revenue forecasts
and inventory planning strategies.
For example, Purchase any of the following amounts of Products X, Y, and Z
cumulatively between January 1, 2004 and December 31, 2004, and get the related
discount.
0 - 100,000 - Get 3 %
100000 - 200,000 - Get 4 %
200000 - 500,000 - Get 6 %
Note that a value of 100,000 will fall in the first tier and will receive a 3 % discount
while any value over 100,000 will be eligible for a 4 % discount
Discount levels can be setup based on Amount or the quantity purchased.
Single Volume Offer with Multiple Rate Structures

Volume rebates or discounts are usually used to increase sales. Different products and
product categories can have different price and cost models, different markets and
growth objectives, resulting in a different set of rates for each product category or even
product. To prevent companies from having to create multiple volume offers, you can
use one single volume offer to support different rate structures for different products or
categories.
Creating a Volume Offer

The following figure shows the Volume Offer process flow:
Create Volume Offer Process Flow
Creating a Discount Table

When you create a discount table you must define the following:
• Define discount tables (one or many). A discount table can contain one or many
tiers and the tiers use continuous breaks. This means that the "To" value of one tier
will be the "From" value of the next tier. The following example contains 3 tiers:
• 1 – 10,000 cases, receives a 5% discount
• 10,000 – 20,000 cases, receives a 6% discount

• 20,000 – 30,000 cases receives a 7% discount.
• Define whether to track volume by amount or quantity
• Define whether discount is in percent, or amount
• Define whether the discount is a stated value or calculated by a formula.
• Enter eligible products or product category for each discount table; each discount
table can contain one or many products or product categories.
• Add another point to specify how to select what products to select to include
volume and products to apply discount
• You must separate the products you are selecting that will include volume from the
products you select to apply a discount.
Defining Market Eligibility and Options

Define Market Eligibility
Enter customer, buyers, and sellers you want to track.
Define Market Options
Market options include the following:
• Define beneficiary
• Decide if retroactive adjustments will be made
• Decide whether volume for each customer in a grouping will be tracked together or
separately
• Decide which products will include volume and which products to apply a
discount
• Decide whether volume of all products on all discount tables will be tracked
together, or separately
In Volume offers, the Retroactive Flag determines whether past orders should also be
adjusted based on the new accrual rate achieved. For example, a Volume accrual offer is
set up for a customer to accrue funds based on the total volume of the product sold for
the next 6 months, as follows:
0-1000 accrue 5%
1001-2000 accrue 8%
2001 or more accrue 10%
Each unit is priced at $1.00. The first few orders from a customer look as follows:

Order No. Quantity Purchased Accrual % Accrual
1 600 5% 30
2 400 5% 20
3 100 8% 8
If the Retroactive Flag is on, then the system revisits order 1 and order 2 and makes a
volume offer adjustment as follows:
Order No. Quantity Accrual % Accrual Volume Offer Total

Purchased Adjustment Accruals
1 600 5% 30 600 * (8% - 5%) 48

= 18
2 400 5% 20 400 * (8% - 5%) 32

= 12
3 100 8% 8 NA 8
Total 1,100 NA NA NA 88
Defining Multiple Discount Tables

One Volume Offer can support multiple discount tables. The following example
describes an example of a Volume Offer with multiple discount tables for different
products.
Navigation: Channel Revenue Management > Trade Planning > Offers > Create >
Volume Offers > Discount Table
Company X sells five different product lines to customers. For each of its top 100
customers, the sales managers negotiate an annual volume rebate promotion. For
example, to incentivize a customer to exceed their previous volume of five million
dollars, you can create a volume rebate such that if volume exceeds five million dollars,
extra rebates will be offered. In this example, although each customer's promotion is
similar to all the others', each customer gets a different set of rates for different product
lines.
The following table shows how this example can be handled by just one volume offer
with four discount tables – one for A, one for B, one for C and D, and one for E with its
exceptions:

If Product is: And Volume Falls Within: Then Offer
A 1-100 cases 3%
100-200 cases 4%
B 200-300 3.5%
300-400 4%
C and D combined 1-150,000 cases $0.25 per case
150,000-175,000 cases $0.30 per case
175,000 cases plus $ 0.35 per case
Category E, except products 1-100,000 cases $0.50 per case

E1 and E2 in this product line
100,000-150,000 cases $1.00 per case
150,000 cases plus $ 1.50 per case
Notes:
• Tiers by LOV lists Quantity (default) or Formula. If you select Formula on the tier
line, it is used to calculate the amount or percentage discount.
• Discount by LOV by lists percent or amount. The amount or percentage discount

can either be a fixed value (2.5%) or dynamically calculated at runtime.
Volume Offer (Non Retro) Tier Adjustment

To select all accruals of an offer or only the new accruals of an offer for volume tier
adjustment use the profile option OZF: Perform Non Retro Volume Tier Adjustments
for New Accruals Only. The column TIER_ADJUSTED_FLAG in the
OZF_FUNDS_UTILIZED_ALL_B table marks tier adjustment as Y for order lines where
the tier adjustment is complete.
Qualifiers
Qualifiers enable you to specify the date range for different qualifying attributes for an
offer. You can specify the following qualifiers for an offer:
• Order Dates
Order date is the date on which a customer or retailer places an order. Discounts are
offered on orders that are placed in the specified date range.
For example, if the Order Dates are December 14, 2005 and December 30, 2005, then
customers who place orders between these dates will be eligible for discounts.

• Ship Dates
Ship date is the date on which goods are shipped to the customer location.
Discounts are offered on goods that are shipped in the specified date range.
For example, if the Ship Dates are December 14, 2003 and December 30, 2003, then
goods that are shipped between these dates will be eligible for discounts.
Note: If you specify the Order Dates as well as Ship Dates for an
offer, then the offer will be applied only for those orders that are
booked within specified Order Dates and also shipped within
specified Ship Dates. If the order is shipped after the specified
dates, then the offer will be re-evaluated.
• Performance Dates
Performance rules are the conditions that a retailer or a customer must comply with
to qualify for the discounts that are defined in an offer. Performance dates
determine the time period within which retailers or customers must execute
activities that are assigned to them to qualify for the discount. Performance dates
are used to ensure that customers meet the performance criteria before a claim can
be settled. Performance dates are not related to sales orders or product sales.
For performance requirements such as end-aisle display or poster display, you can
attach digital photographs of the display to the offer. During claim settlement, the
claims user can use this information as performance proof.
Note that while volume performance is validated automatically, any other types of
performance requirements must be updated manually by the account
representatives.
Web Offers
Web Offers are offers that are created by marketing users for marketing purposes. Web
offers are associated with a campaign schedule of type Internet Promotion. At runtime,
eMerchandising renders the content (Web Image and Web Text) associated with an
offer. See the Oracle Marketing User Guide for more information on Web Offers and
eMerchandising.
Web Image
A Web advertisement of content type Web image, can be an existing image on your
server or a new image uploaded from your client. You can specify the width and height
(in pixels) of the image, or accept the defaults based on the image file selected. The
image can have alternate text, which will be displayed when the cursor is placed over
the image. You can specify a specific language for the image or accept the default or All
Languages. Click-through destination of the image, which, as the name indicates, is the
destination to which the Web visitor is directed upon clicking on the image. The content

types and subtypes determine the style, or look and feel, that is applied to the Web
image.
Web Text
A Web advertisement of content type Web text contains a display text that is displayed
in iStore or any Web site. You can select a specific language for the text or accept the
default, or All Languages. As with Web images, the subtypes are used in conjunction
with Styles to display the text with the associated style.
What You Can Do

• Click Create to create a new web image or web text.
• To view and modify a web image or web text, click its description hyperlink.
• To view a web image or web text attachment, click its hyperlink.
• To remove a web image or web text, check the corresponding Remove check box,
and click Update.
Seeded Click-Through
When creating a CTD a critical component of it is the "action" that you select. For
example, if creating a CTD for web advertisement, the action for the click-though could
be to send the targeted user to a specific URL.
The following table describes the seeded actions for CTDs.
Seeded Click-Through Destination Actions
Action Description
Go to URL Sends the user to the defined URL. The URL for this action must
be preceded by HTTP:// or HTTPS://.
Go to iStore shopping cart Uses iStore deep linking functionality to directly forward the user
the shopping cart page. This action is available only if Oracle
iStore is implemented.

Action Description
Go to Product Details Uses deep linking to directly forward the user to a specific Oracle
page in iStore iStore product detail page. When using this functionality, the
AMS: Item Validation Master Organization profile option setting
must match the IBE: Item Validation Organization setting. These
profiles must be set to the same Master Inventory Organization. If
they do not match products in iStore are not visible in Oracle
Marketing. This action is available only if Oracle iStore is
implemented.
Go to Shopping Cart with Uses deep linking to directly forward the user to the iStore
Item shopping cart page. The shopping cart can contain an item that
has previously been added. This action is available only if Oracle
iStore is implemented.
Go to Section iStore Uses deep linking to directly forward the user to a specific section
within the iStore page hierarchy. This action is available only if
Oracle iStore is implemented
Go to iStore Registration Uses deep linking to forward the user to the Oracle iStore
Page registration page. This action is available only if Oracle iStore is
implemented.
Go to Catalog/Minisite in Uses deep linking to route user to the homepage of a specific

iStore specialty store. The homepage for the user will vary on the
preferences selected by that user. For example, if the user hasn't
registered in the store and has the responsibility of IBE_GUEST,
the user will be forwarded to the generic homepage. However, if
the user has previously registered and has the responsibility of
IBE_CUSTOMER with a saved preference of "English", then the
user will be forwarded to the English homepage for that
storefront. This action is available only if Oracle iStore is
implemented.
Creating a Click Through Destination for a Web image or Web Text

When creating electronic content for web offers, you can create web images and web
text and insert a URL that will send the customer or prospect who will receive this piece
of content to a destination. You can create URLs for Click Through Destinations (CTDs)
in Oracle Channel Revenue Management for web offers. Click-Through Destinations
(CTDs) enables you to generate simple and structured URLs for content while hiding
the complexity of the URL. By providing an interface for creating structured URLs for
content, you do not have to know all URL parameters to create a destination for that
content.

Use the following procedure to create a CTD for web offers:
Prerequisites
• An offer of type "Web offer" has been created
• The web offer is "Request only"
• The web offer has a discount level of "line"
• The profile AMS: Item Validation Master Organization and IBE: Item Validation
Organization are set to the same Master Inventory Organizations.
Steps
and navigate to Offer > Offers.
2. Click the hyperlink of the offer.
3. Navigate to Execution > Content.

Trade Planning tab, click Offers subtab, then the offer. In the Update Offer page,
click the Additional Links subtab, and then click the Content link.
4. Click Create.
5. In the Type drop-down choose one of the following:

• Web Image: Displays an image to the user. The user clicks the image and is
routed to the destination page defined.
• Web Text: Display text to the user. The user clicks the text and is routed to the
destination page defined.
6. In the Subtype drop-down choose a subtype for the Type chosen in step 3. For
example, if Web Image was selected, the subtype could be full banner or half
banner.
7. In the Description textbox, enter a short description for the content.
8. In the File textbox, search and select a stored image. If you are using an image that
has not previously been uploaded, select Upload New Image.
9. In the Click-Through Destination section select the action "Go to Shopping Cart
page in iStore with an item. See Seeded Click-Through Actions, page 6-14 and the
Oracle Marketing User Guide for more information.
The application will populate, as a result, enter the following mandatory fields:

• Specialty Store: launch the "Choose a minisite" navigator. In the Minisite
column, choose the appropriate minisite. This is the web storefront that is
displaying the web offer to the user.
• Section: launch the "Section Selector" navigator. In the section name column,
choose the appropriate section. This is the section within the web storefront that
contains the item.
• Product/Item: launch the "Product Selector" navigator. In the product name

column select the appropriate column. This is the product within the section
that is the destination for the web offer.
10. Select Create to save your work.
11. Navigate to Execution > Content. Select the content created in step 3.
12. Click Preview.
A Preview window opens displaying either the web image or web text selected for
the web offer.
Modifying a Web Image or Web Text

Use the following procedure to modify a web image or a web text.
Prerequisites
• An offer of type "web offer" has been created
• The web image or web text exists
• The profile AMS: Item Validation Master Organization and IBE: Item Validation
Organization are set to the same Master Inventory Organizations.
Steps
and navigate to Offer > Offers.
2. Click the hyperlink of the offer.
3. Navigate to Execution > Content.
4. Click the description hyperlink of the web image or web text you would like to
modify.
5. Make the required changes, and click Update.

Discount Level and Tiers
Discount rules enable you to enter discount information for individual products and
product lines in the offer. For an offer, you can select the discount level, and discount
tier based on how you want to offer discounts.
Discount Level
The discount level can be either Line, or Group of Lines. Line enables you to apply the
discount to each individual product in the offer, whereas Group of Lines enables you to
apply the discount collectively to all products in the offer.
For example, you create an Off-invoice offer to give 10% discount the following
products:
• Product A: $100
• Product B: $75
• Product C: $20
If you select Line as the discount level, then the customer gets 10% discount on each of
the products individually. The new selling prices of the products will be as follows:
• Product A: $100 - $10 = $90
• Product B: $75 - $7.5 = $67.5
• Product C: $20 - $2 = $18
If you select Group of Lines as the discount level, then the discount is collectively
applied to the sum total of the selling prices of Product A, Product B, and Product C.
The set of products costs $200 ($100+$75+$25). After applying discount, the set of
products will cost $180 ($200-$20). Here, $20 is the discount that is offered on the sum
total of selling prices of Product A, Product B, and Product C.
If you select Group of Lines as the discount level, it is mandatory that you specify the
volume of the products. For more information on Discount Levels, see the Oracle
Advanced Pricing User's Guide.
Discount Tiers
Discount Tiers enable you to determine the manner in which you apply discounts to an
offer.
Note: Discount tiers are evaluated on a single-order basis only. Use

Volume offers to evaluate discount tiers on a cumulative order basis.
Discount tiers are of the following two types:

• Single-tier Discount
Single-tier Discount enables you to enter a single discount value against a product.
For example, to offer 10% discount on every unit of Product A, you must select the
tier type as Single and enter the discount value as 10%.
• Multiple-tier Discount
Multiple-tier Discount enables you to specify different levels of discounts based on
the quantity of the product purchased. You can offer discounts based on the
number of product units that the customers purchase.
For example, you can offer discounts for a product such that customers get:
• 0 discount if they purchase less than 50 units
• 5% discount if they purchase 50-100 units
• 10% discount if they purchase more than 100 units
To do this, select the tier type as Multiple, and specify the discount values
accordingly.
Discount tiers are supported only for Accrual, Trade Deal, Volume, Off-invoice, and
Order Value offers.
Org-Striping in Offers
Org striping enables you to restrict offer application to orders within to the respective
operating units. In org-striped offers, budgets, and pricelists, the operating unit details
are derived from the MOAC profile options, MO:Default Operating Unit. By org-
striping offers you can:
• Apply offers to orders within the same operating unit as the offer
Note: Org-stripping does not affect offer security and does not restrict
access to offers.
Global Flag on Pricing Related Objects

Offers use the global flag to determine whether an offer can be applied across operating
units. You can control the global flag by setting the profile option OZF: Global Flag on
Pricing Related Objects at the site level. The profile option works together with the QP:
Security Control Profile = Yes that is set in System Administrator > Profile > System.
You can set the profile option, OZF: Global Flag on Pricing Related Objects to determine
whether the global flag will be checked by default for an offer, budget, or pricelist. For
the values of this profile option refer to the OZF: Global Flag on Pricing Related Objects
in the Oracle Channel Rebate and Point-of-Sale Management Implementation Guide.

Impact of Org-Striping on Offers
The following table describes the impact of org-striping on different offer types.
Offer Type Direct Sales Indirect Sales
Accrual, Off-invoice, Trade The offer applies to orders in Same as the conditions that
Deal, Order Value, Terms different operating units, apply for direct sales.
Upgrade, Volume Accrual, except in the following cases:
Volume Off-invoice, The Global flag on each
• The QP profile option is modifier or price list should
Promotional Goods offer
ON, the Oracle Channel be checked.
Revenue Management
profile option is checked,
and global flag in the
offer is unchecked
• The QP profile option is

ON, and the Oracle
Channel Revenue
Management profile
option and the global flag
are unchecked.
Lump sum, Scan Data offer No impact on offer execution No impact on offer execution
or performance activity or performance activity
validation. validation.
The performance activity The offer utilization does not

specified in a Lump sum or a vary based on indirect sales
Scan Data offer automatically data.
validates order volumes
before claims are settled. The The performance activity for a
offer and the claim are Lump sum or a Scan Data
specific to an operating unit, offer does not have the ability
and hence validation takes to validate indirect sales data.
place only on orders of that
particular operating unit.

Offer Type Direct Sales Indirect Sales
Net Accrual offer If QP profile is set to On, and N/A

the global flag in the Net
Accrual offer is:
• Checked: Offer
utilizations are excluded
even if the offers belong
to an operating unit that
is different from the Net
Accrual offer. Similarly,
marketing and
receivables transactions
are excluded irrespective
of the operating unit to
which they belong.
• Unchecked: The offer is

treated as an exclusion
only if its operating unit
matches with the
operating unit of the Net
Accrual offer.
Similarly, marketing and

receivables transactions
are treated as exclusions
only if their operating
units are same as that of
the Net Accrual offer
Offers created for Oracle If the offers created for Oracle N/A
Partner Management Partner Management purpose
purposes must be global, then set either
the QP: Security Control
profile at the site level to Off,
or set the OZF: Global Flag on
Pricing Related Object profile
option at the application level
for PRM to Yes.
Creating an Offer
Use the following procedure to create Accrual, Off-invoice, and Terms Upgrade offers.
You can use it for the basics of creating other offer types as well.
Log in to Oracle Channel Revenue Management as Oracle Trade Management User.

Navigation: From the Trade Planning tab click Offers subtab. In the Offers page, select
an offer type from the Create list, and click the Go button.
Notes:
• Offer Name: Enter a name for the offer. Do not enter a tilde (~) character in the
name.
• Offer Code: If left blank, a unique code is generated automatically.
• Request Only: Select if the customer must specifically state participation in the
offer when submitting an order. These offers will not automatically apply in the
Order Management module.
• Discount Level: The offer type determines the choices that you have for this field:
• Line: use to apply discount by order line.
• Group of lines: use to apply discount to a group of lines in the order.
• Discount Percent: The value entered in this field is displayed by default as the line
discount value for a product line. Only the following offer types display this field:
Accruals, Off Invoice, and Trade Deal.
• Budget: Offers are sourced from a campaign or from multiple budgets. If you select
a budget here, you can select additional budgets later from the Offer Details page.
Note: Only for the offer types, Accrual, Off Invoice, and Trade
Deal, the Source Budget value automatically displays the value you
set at the User level for the OZF: Default Budget for a Person
profile option.
• Committed Amount: Enter the amount you want to commit for the offer. If the
committed amount is the maximum amount allowed for this offer, select Yes for
Committed = Maximum. When you select Yes, Oracle Channel Revenue
Management automatically passes the committed amount to Advanced Pricing to
ensure that the offer is limited to this amount. The profile option is OZF : Allow
committed budget to exceed total budget.
• Frequency: Enter a value for the frequency of claim generation.
• Frequency Unit: Select the frequency unit with which the Claims Autopay
concurrent program creates claims. The available values are Days, Months,
Quarters, Weeks, and Years. For example, if Frequency value is entered as 2 and the
Frequency Unit is selected as Quarters; a claim is created once for every two
quarters, that is, semiannually.

Note: The frequency and frequency unit fields are displayed for the
Accruals, Volume, and Lumpsum offer types.
• Campaign: Use this option to associate the offer with a campaign. Selecting a
campaign here does not mean that you will be sourcing funds for the offer from the
campaign.
• Source from Campaign: Use this option to fund the offer from this campaign. An
offer can source funds from a campaign (parent campaign), or from one or more
budgets but never from both.
• Reusable Check Box: Enables you to use the offer with multiple campaigns.
• Confidential Check Box: Enables you to keep the offer confidential until it becomes
active. If selected, the offer is visible only to the owner until the offer status changes
to active.
• Owner Field: Optionally use this option to change the offer ownership. The owner
field defaults to the logged in user on offer create.
• Vendor Rebate: Use this check box to determine whether an offer is a vendor rebate
or a customer rebate. If you select the check box, then the offer is considered as a
vendor rebate.
You record this information to enable Order Management to accurately calculate
the gross margin for an item as customer rebates add to item cost and supplier
rebates reduce the unit cost of an item. You can view this check box only for the
following offers - Volume Offer, Accrual Offer, Trade Deal, and Off Invoice. You
can view this check box only if the profile option OZF: Default value for Vendor
Rebates Checkbox is set to Yes.
• Ignore Payment Validations: Select this check box to ignore Customer, Product,
and Pay Over validations for claim payments.
Other Offer Creation Conditions

Use the following conditions to create other offer types.
Notes: Lump sum offer
• Distribution Type: The distribution method that you select here determines how
you might distribute the discount by line item.
• Lump sum amount: Enter the actual amount in this field.

For example, if the lump sum amount is $100 and you select Percent as the
distribution type, then on the Offer Details page you can specify the following:

• Line 1 receives 25% discount
• Payment Type: Select whether the earnings will be paid by issuing a check or
whether they will be accrued.
Notes: Promotional Goods offer

• Break Type: Select Point or Recurring.
For example, you have created a promotional goods offer with a condition where a
customer receives 1 unit of product Y free when purchasing 10 units of product X.
A customer purchases 20 units of product X. Here, if the break type is:
• Point: the customer receives 1 unit of product Y.
• Recurring: the customer receives 2 units of product Y.
Notes: Volume offer

• Incentive: Select either off-invoice or accrual discount. An off-invoice discount is
shown in the invoice. An accrual discount is not shown on the invoice; it is accrued
by the customer and settled by a claim at the end of the accrual period.
• Retroactive: Use this option to make the offer retroactive. In a retroactive volume
offer, when a new volume tier is reached, past accruals are updated based on the
new rate.
Notes: Net Accrual Offer

• Tier Level: Select either:
• Offer: to pay customers based on the offers that they are eligible for.
• Product: to pay customers based on the quantity of products that they have
sold.
• Net Accrual Rule: Use Net Accrual Rules to adjust the total sales figure for specific
customers and products to a Net Sales figure.
For example, a Sales Representative creates a deal to offer a customer 10% money
back for all purchases that were made in the last 3 months for a particular product.
The Sales Representative finds that the customer has achieved a total sales of $1,000
over the last 3 months. But, because this customer submitted claims for various
reasons and was paid $200, the Sales Representative offers 10% on $800 and not
$1000. The $200 in credit memo should be a part of the net accrual rule.

For example, 0 to 10 units receives a discount of $1.00 while 10 to 20 units receives a
discount of $2.00. If the offer is retroactive, then when the volume is 10 units the
accrual will be $10.00 but when the units are 11, the accrual will be 22 units based
on 1 times 2 plus (1 times 10).
Using an Existing Offer

Copy Offer enables you to create a new offer by copying information from an old offer.
For example, you can create a copy of the yearly offer that repeats the same essential
information each year, and update it. The new offer will be of the same offer type as the
old offer.
Defining Qualifiers and Discount Rules

Offer qualifiers and discount rules determine the behavior of the offer.
To set up qualifiers and discount rules for an existing offer, log in to Oracle Channel
Navigation: Trade Planning > Offers > Offer name.
Note: The following steps are written for Accrual offers. Use these
instructions as a starting point for setting up qualifiers and discount
rules for other offer types.
Notes: Discount Rules Region

• Level: The product levels can be:
• Item number: a specific product
• Item category: a product family such as batteries
• ALL_ITEMS: all products
• iStore section: applicable only if you are using iStore
• Tier Type: If you choose Multiple, then you must enter the tier information in
another Offer Details page. To access this page, complete this procedure, click
Update, and then click the Details icon.
• Minimum Volume: Minimum Value is the minimum quantity that must be

purchased to qualify for the offer.
• Volume Type: The volume type qualifies the minimum volume. For example, if
you enter 100 for the minimum volume and select quantity for the volume type,
then the customer must purchase at least 100 units of the item. If you select amount
for the volume type, then the customer must purchase at least $100 worth of the

product.
• Discount Type: The discount type qualifies the discount value. For example, if you
enter 5 as the discount value, then the following would result for the various
discount types you could select.
• Amount: $5.00 off the price per unit
• Percent: 5% off the price per unit
• Lumpsum: $5.00 off an order for that product regardless of quantity
• New Price: the new price per unit is $5.00
• Exclusions: Exclusions are defined for an item category using the Tiers or
Exclusions icon in the offer create or update page. Click the icon to enter exclusion
details in a table.
• Limits: You can use the Limits pop up to add line level limits.
• Line Eligibility: Add line level market eligibility using this icon. Click the icon to
display the page to enter market eligibility and beneficiary. You can select the line
level beneficiary type and the beneficiary name from this page.
• Advanced Options: You can define advanced options at the line level. You can edit
or add advanced options for a new discount line.
The following section includes information required for defining qualifiers and
discount rules for other offer types.
Qualifiers and Discount Rules for Other Offer Types

Notes: Trade Deal offer
• A Trade deal can have both accrual and off invoice components for each line item.
• Tiers are not supported.
Notes: Lump sum offer

• Each line item must have a discount value based on the distribution type (amount,
percentage, or quantity).
• If percentage is the distribution type, the total discount value (sum of all line items)
must equal 100%. Otherwise, it must equal the total lump sum amount.
Notes: Scan Data offer

• Scan Unit Forecast: This is the amount of units that you expect to sell during the
offer. This can also be the amount of coupon or rebate units that could potentially

be redeemed. You can enter the value manually or derive it from the offer forecast
function. You can edit this amount only when the offer is in the Draft status.
• Adjustment: Check this box to allow auto-adjustments for over-utilization. This

option is displayed at the Offer Details level only when the offer status is Draft or
Planned.
Adjustment is available for each line level identified in the Scan Data Profile table at
the Offer Details level. Budget adjustments are made automatically for committed
and utilized amounts at each line level indicated.
Vendor Rebate on Offers

Offers use the vendor rebate check box to determine whether an offer can be considered
as a vendor rebate or a customer rebate. As customer rebates add to item cost and
supplier rebates reduce the unit cost of an item, you must record this information to
enable Order Management to accurately calculate the gross margin for an item.
When this check box is selected, the rebate is considered to be a vendor rebate and if it
is not selected, it indicates a customer rebate/promotion. You can view this check box
only for the following offers - Volume Offer, Accrual Offer, Trade Deal, and Off Invoice.
You can control the display on the vendor rebate check box by setting the profile option
OZF: Default value for Vendor Rebates Checkbox at any of the levels - site,
responsibility, operating unit, or user level. Setting this profile option as Yes will enable
the check box on the Offer page.
The default value of the profile is No which indicates that any offer that is created is
considered as a customer rebate.
You can update the check box when the offer status is Draft. If the offer is Active, then
only the owner of the offer or an administrator can update this check box.
Note: For Supplier Ship and Debit (SSD) offers, the Vendor Rebate is
enabled automatically. Users cannot update this check box.
You can choose to display or hide this field through personalization. Order
Management uses the information whether an offer includes a vendor rebate or a
customer rebate to determine the treatment for accruals.
For the values of this profile option refer to the OZF: Default value for Vendor Rebates
Checkbox in the Oracle Channel Rebate and Point-of-Sale Management Implementation
Guide.

Market eligibility enables you to define the customers or customer groups that will be
eligible for the offer. By specifying market eligibility, you can define discount eligibility
and validity. You can specify if the offer should be applied to party hierarchy.

When you request funds for an offer by submitting a budget request, the market
eligibility specified in the offer is matched with the market eligibility and the product
eligibility specified in the fixed budget. The offer can source funds from the budget only
if these conditions match. This process of matching the conditions takes place in the
background and is known as budget-offer validation.
This is controlled by setting the profile OZF: Validate market and product eligibility
between object and budget.
To specify market eligibility for an offer, select the required attribute values such as
customer segment, territory, list, order date, or order amount. Use conditions such as
Equal to, Between to indicate attribute values. See the Oracle Marketing User Guide for
more information on segments.
For example, you can set market eligibility for an offer as shown in the table below.
Here, the offer will be valid if all the conditions specified below are met:
• Orders must be received between March 14, 2006 and August 14, 2006.
• Customers can belong to Gold segment and must place orders between $25,000 and
$50,000.
They can also belong to Bronze segment and must place orders worth $40,000 or
more.
Market Eligibility for an Offer
Market Context Conditio Attribut Attribut Group Start End

Context Attribute n e Value e Value Number Date Date
From To
Customer Segments = Gold -NA- 2 -NA- -NA-

Custom
er
Order Order Between March August 2 -NA- -NA-

Date 14 2006 14 2006
Volume Order Between $25,000 $50,000 2 -NA- -NA-

Amount
Customer Segments = Bronze -NA- 3 -NA- -NA-
Order Order Between March August 3 -NA- -NA-

Date 14 2006 14 2006

Market Context Conditio Attribut Attribut Group Start End
Context Attribute n e Value e Value Number Date Date
From To
Volume Order = $40,000 -NA- 3 -NA- -NA-

Amount
Group numbers are used to create combinations for market eligibility. Group numbers
determine how the rows are combined with each other. Rows with the same group
number are evaluated as an AND condition, where as rows with different numbers are
evaluated as an OR condition. See the Oracle Channel Revenue Management
Implementation Guide for more information on setting up groups.
In the above example, assume that Group Number 2 includes Customer A, Customer B,
and Customer C, and all the three customers belong to the Gold Customer Segment.
Then all rows with the group number 2, apply to these customers. It means that these
customers will be eligible for the discount if they place orders between March 14, 2006
and August 14, 2006, and the order amount must be between $25,000 and $50,000.
You can select from the Group Name drop-down list instead of entering group
numbers if you set the OZF: Enable Market Eligibility Group Conversion profile option
value to Yes. You can configure the values in the list using the Offer Market Eligibility
Group Number Mapping lookup or you can use the predefined values of this lookup.
Note: For volume accrual offers, you can define market eligibility only
for individual customers and buying groups.
To define market eligibility for offers that relate to Chargebacks and Third Party
Accruals, select the seeded qualifier in Market Eligibility. This qualifier restricts the
offer so that it applies only to the Indirect Sales POS data that is processed in Oracle
Channel Revenue Management.
In offers, you can support beneficiary customers who are different from qualifying
customers. This means that you can distinguish between the customer of the accrual
source and the customer who receives the accrual earnings. The qualifying customer
and the related beneficiary customer information is set up in the Trade Profile of the
customer. You can also enter details of qualifying customers and beneficiary customers,
in which case the data in the Trade Profile will be superseded.
Market Eligibility Procedure

To define market eligibility for an existing offer, log in to Oracle Channel Revenue
Management as Oracle Trade Management User.
the Add and View Eligibility icon. Or From the Trade Planning tab, click Offers subtab,

then the offer. In the Update Offer page, click the Additional Links subtab, and then
click the Market Eligibility link.
You can view the address of the customer or beneficiary by hovering mouse over the
address icons.
Offer Details page, click the Execution link, and then click the Market Eligibility link.
You can add a single customer or multiple customers to an offer. When there are
multiple customers, click View or Edit Eligibility to view or edit customer details.
Notes:
For each customer type, complete a row in the table as follows:
• Select a value from the Market Context drop-down list.
• Select a value from the Context Attribute LOV. The Market context that you have
selected will determine the values that are displayed in the Context Attribute LOV.
• Condition: Select one of the following operators:

• Between: to indicate a range of values. Define the range by selecting values in
the Attribute Value From and Attribute Value To columns.
• Equal To (=): to indicate a value equal to the one specified in the Value From
column.
• Not Equal To (Not =): to indicate a value that is not equal to the one specified in
the Value From column.
• Group Number: Group determines how the rows are combined with each other.
Rows with the same group number are evaluated as an AND condition; Rows with
different numbers are evaluated as an OR condition. See About Market Eligibility
for more information on group numbers.
Defining Market Options

A Market Option row is displayed for each Market Eligibility group with a customer
component.
Navigation: Trade Planning > Offers > Offer Name > Execution > Market Options.
Notes:
• Market Option Name: Customer name
• Retroactive Adjustments: The retroactive flag determines if past orders are

adjusted for a new discount once the volume calculation determines that the
customer qualifies for higher tier.

The enhancements for volume offer with regards to this flag include:
Ability to set this flag per eligible entry in market eligibility
If an offer applies on both direct sales orders and indirect data, any retroactive
adjustments need to be created for both types of orders.
If you leave this blank, no retroactive adjustments are made.
If you do not set the profile option OZF: Default Value for Retroactive Flag in
Volume Offer, the default is set to No.
• Track Volume: Volume tracking determines at what level the volume will be
tracked for each entry in the market eligibility. Volume within the market eligibility
is tracked by Account, Bill-to, Ship-to, Total Group and Distributor. You can only
track the Distributor (listed in the LOV) if the mode is indirect or a direct/indirect
combination. The default is Account (or Distributor for Sold By types).
• Accrue To: This LOV provides a list of eligible objects to which you can accrue. If
the group is for direct sales only, the only choice is Account. If indirect selling is
involved, the choices are the seller (Distributor) or buyer (Account). The LOV
includes Account, Bill-to, or Distributor. The default is Account or Distributor if you
have the option to accrue to the Distributor.
• Alternate Beneficiary: Instead of a single beneficiary per offer, each group in

market eligibility can have its own beneficiary. This entry is optional. If you do not
explicitly specify another beneficiary, the eligible accounts become the beneficiaries.
Entering a beneficiary in this LOV does not affect how cumulative volume is
tracked. If this is blank it implies that each member is it's own beneficiary.
• Combine Discount Tables: This option combines the volumes of all products (with
Include Volume selected) on all discount tables on the Offer to determine the
volume level for each item. The default is set to No if the profile option OZF:
Default Value for Combine Discount Tables in Volume Offer is not set. If you leave
this blank, the system will not combine tables. This option is only available if all
discount tables use the same UOM or Amount. This option is disabled if only one
table is defined for the offer.
• Account Precedence: If an account is a member of two market eligibility groups

that qualify for an offer, the market with the lower Account Precedence value will
be used to calculate the volume tier for the offer. The default is Eligibility Group
number. For example, if Bigmart is an eligible customer for an offer and belongs to
the Gold Club buying group, the Account Precedence value will determine which is
used to calculate the volume tier and whether to accrue it to Bigmart or Gold Club.
• Pre-Qualifying Tiers: Click on Pre-Qualifying Tier icon to view and edit the
individual pre-set discount levels for each discount table in the offer. The range of
options include the number of tiers populated in each table. The dropdown
displays the tier number, range, and discount. For formulas it shows the formula

name. The default is the first tier. You can give Market Groups a manually defined
discount volume tier for each discount table. So instead of customers starting a
volume offer at the tier one level, they may begin accruing at a higher tier rate. All
discount tables on the offer may have individual tier settings for each customer
group. In the example below, the two customer groups have different starting tiers
for the three discount tables (1-3) on the offer.
Customer Retroactive Beneficiarie Combine Discount Prequalifyin

Group s Discount Table g Tier
Tables
#10 Gold Yes Gold Level No 1 2

Level Dealers HQ
2 1
3 2
#20 California No Yes 1 1

BMW
2 3
3 3
Note: If you have volume tracked by both Direct and Indirect sales
volume, set the Market Options to the same parameters to minimize
confusion. Volume is always maintained across groups for the same
Volume Tracking type. For example, if you buy Direct from a
Manufacturer and Indirect from a Distributor and you set the volume
tracking to customer, the volume would be the volume purchased from
the manufacturer plus the volume purchased from the distributor.
Approving a Volume Offer

When you submit a Volume Offer for approval or when you adjust an active Volume
Offer the volume offer validation and approval process begins. If any step in the
process fails the system returns a message describing the failure. The information is in a
Workflow notification.
Product Validation: Volume offer validation checks for products listed in more than
one discount table and notifies the owner with the product(s), categories, and discount
tables where it finds duplication. Approval will not continue until you remove all
duplicate products from the discount tables.
Monitoring Account Status

Navigation: Channel Revenue Management > Trade Planning > Offers > Drill down to a

Volume Offer > Account Status.
Account Status is a View-only screen displaying the volume status of a distributor or
account, bill-to or ship-to level. The screen displays the following data:
Notes:
• Use the View LOV to select either a Distributor View or an Account View.
• The Distributor View displays all accounts with an accrue to Distributor Market
Option.
• The Account View displays all customers listed in the Volume Offer. It displays
a Bill-To LOV of all derived bill-to sites fin the offer unless a Customer has been
selected. In that case. only the bill-to's of that customer are displayed. The
screen also displays a Ship-To LOV of all derived ship-to sites in the offer
unless a Customer has been selected. In that case, all ship-to's of that customer
are displayed.
• Both the Distributor and Account file display a choice for Product or Category.
If you select Product, the screen displays a multi-select LOV of Products in the
offer. If you select Category, the screen displays a category LOV of all available
categories.
• After you click Go, the screen displays a table of the selected products and their
volume offer status as of the report date.
• Volume to Date/UOM: This is the same as the actual volume unless you are a
member of a buying group, in which case this is the group volume used for
accrual calculations.
• The Actual tier is the current tier of he product is based on volume starting at
tier number 1.
• The Payout tier is the Pre-Qualifying tier or the Actual tier, which ever is
greater.
• Payout Accrual is the total accrual based on starting at the pre-qualifying rate.
• The current and payout discount tier, discount rate, and accrual for product. The
payout discount tier, discount rate, and accrual for product is calculated using the
Pre-Qualifying tier.
Defining Modifiers and Payment Options

Use Advanced Options to accurately control the behavior of offers. Advanced options is
an Oracle Advanced Pricing feature that enables you to define groups of modifiers
where the modifiers in a group are incompatible with each other. Modifiers in the same
incompatibility group may not be used together on the same transaction. For more

detailed examples and explanation, see the Oracle Advanced Pricing User's Guide.
By using Advanced Options, you can specify the following for an offer:
Method Description
Phases Sometimes multiple modifiers in the same exclusivity or

incompatibility group are eligible to be applied to the same pricing
line within a pricing phase. In such situations, phases can be used
to determine which modifier should be selected. The modifier
providing the lowest price or most advantageous price to the
customer on the given pricing line is applied. In Oracle Advanced
Pricing, the Pricing Engine looks at the phase when deciding which
lists should be considered in a Pricing Event.
Buckets This determines how modifier price adjustments are applied to the
list price of an item to calculate the selling price. Modifiers use the
previous buckets sub-total for percentage calculation. Modifiers
within the same bucket are Additive. This means that they are
added together, and subtracted from the previous buckets total.
You can create unlimited amount of buckets to calculate selling

price. For example, discounts associated with bucket 0 use list price
as their calculation basis. Bucket 1 prices use the subtotal resulting
from subtracting bucket 0 discounts from list price as their
calculation. Bucket 2 uses the subtotal remaining after subtracting
bucket 1 discounts from the bucket 0 subtotal, and so on.
Pricing engine calculates different selling prices depending on how

you group your discounts into buckets. You can plan your
cascading discounts so that you can assign discounts to buckets
based on the subtotal on which each discount must be applied.
Incompatibility Groups You can define modifier incompatibility. Modifiers with same
and Exclusivity incompatibility group and phase combination cannot be applied
together. You can determine the pricing bands to which various
discounts and promotions belong to. You can also determine
whether discounts and promotions are incompatible or exclusive.
Precedence Used to resolve incompatibility. Precedence controls the priority of

modifiers and price lists. If a customer qualifies for multiple
modifiers that are incompatible with each other, precedence
determines the discount that the customer is eligible for based on
the precedence level of the modifier.
You can use the OZF: Net Amount Calculation for Bucket Volume Offers profile option
to calculate the net amount for bucket volume offers. This profile option is used only for
Volume offers that have the Tiers By field and the Discount By field set to Amount and
for which buckets are defined. For more information about bucket calculations, see

Oracle Advanced Pricing User's Guide.
Precedence is used to resolve incompatibility. Precedence controls the priority of
modifiers and price lists. If a customer qualifies for multiple modifiers that are
incompatible with each other, precedence determines the discount that the customer is
eligible for based on the precedence level of the modifier. Precedence is the final
tiebreaker for the determining which offer to apply. A lower value has higher
precedence than a higher value.
Payment Options
Offer payout dates and methods enable you to specify the payment date and methods
for Accrual, Net Accrual, Trade Deal, and Volume offers. The Autopay program can
automatically pay promotional accruals according to the payout dates and methods that
you specify.
Note: An additional Autopay option is available for Lump sum offers

at the offer level. You can specify the number of days after the offer end
date after which accruals must be paid, and also specify a frequency for
payments (weekly, monthly, quarterly, and so on).
You can specify offer payout dates and methods only if the Autopay program is
running in the background. When Autopay is run, claims need not be created manually
to settle offers.
You can specify the following details during offer creation:
• Payout date:
You can set the payout date at the offer level to automatically pay accruals on a
particular date. Alternately, you can enter the number of days after the offer end
date after which accruals must be paid. Autopay creates a claim automatically and
associates earnings from this specific offer to the claim.
However, if the customer is not eligible for Autopay at the Trade Profile level, then
this setting at offers level will be overridden. If you are the Sales Administrator, you
can override the setting in the Trade Profile by using Advanced options.
• Payout method:
You can select the payment method for the offer, and choose to pay the accruals
either with check or on-account credit.
The payout method that you specify in the offer is passed to Autopay. The claim is
automatically is settled with this method. If you do not specify the payout method,
then the default payment method will be on-account credit. For more information
on payment methods see the Claim and Deduction Management chapter in this guide.
• Payout party (beneficiary party)

When you create an offer you can specify market eligibility and define the eligible

customer (source). You can also specify the customer (payout party) to whom
accruals will be paid. The source can be different from the party to whom accruals
are paid.
For example, you create an accrual offer for Wal-Mart for the period March 1, 2006
through March 31, 2006. Wal-Mart receives $1.00 for every case of product "X" sold
to anyone (excluding themselves) in the USA, creating an accrual of $1.00 for every
case sold. Customers receive accruals when they buy the product. If Autopay is
enabled, it automatically creates a claim on behalf of the customers (payout parties).
The payout party can be a Buying group, a bill-to customer, or a ship-to customer. If
you do not specify the payout party, the eligible customer automatically earns
accruals.
The Administrator must perform the following to enable you specify the offer payout
dates and methods:
• Schedule Autopay to run as a background process.
• Set the customer Trade Profile as Eligible for Autopay.
Depending on how Autopay is implemented in your organization, the system sends an

automatic alert to the offer owner to indicate that the payment has been sent. A
reference number (either a check number in the case of check, or credit memo number
in the case of on-account credit) is included in the notification.
Procedure
Advanced Options enables you to accurately control the behavior of offers. Advanced
options is an Oracle Advanced Pricing feature that enables you to define groups of
modifiers where the modifiers in a group are incompatible with each other.
Advanced Options are merged with the Products section for Accrual, Off Invoice and
Trade Deal offers. For Trade Deal offers Forecast columns exist.
Offer payout dates and methods enable you to determine the payment date and
methods for accrual offers, which includes Accrual, Net Accrual, Trade Deal, and
Volume offers.
Mass Update of Advanced Options is available for all the discount lines in Products
section. Click the Edit Advanced Options button under Products region to display a
pop up to enter the values.
To specify advanced options, and offer payout dates and methods for an existing offer,
log in to Oracle Channel Revenue Management as Oracle Trade Management User.
the Additional Links subtab, and then click the Advanced Options link.
Offer Details page, you can edit the advanced options in discount lines section. Use the

Edit Advanced Options button to perform a mass update of advanced options for all the
discount lines. Advanced Options are obtained as default from the following profiles:
• Bucket - OZF: Default Bucket for discount rules
• Phase - When discount level is selected as Line, OZF: Default phase for Line level
discounts. When discount level is selected as Group of Lines, OZF: Default phase
for Line Group level discounts
• Incompatibility Group - OZF: Default Value for incompatibility group
• Precedence - OZF: Default value for product precedence
Notes:
• Autopay Rules:
• Autopay enabled: Select to enable Autopay for the offer.
• Wait for Days: Enter the number of days after the offer comes to end, after
which the payment must be made.
• Only for the offer types, Accrual, Off Invoice, and Trade Deal, the Auto Pay and
Wait Days fields are available on the Create Offer and Update Offer pages.
Defining Performance Rules

By specifying volume-based performance requirements, you can create incentives that
have a quantifiable objective to increase the predictability of an offer. Volume-based
performance requirements are applicable to Accrual, Lump sum, Trade Deal, and
Volume offers.
The accrual engine tracks performance requirements against the orders placed. It checks
for volume or value, based on the requirement type. After you specify performance
requirements, the accrual engine calculates and stores the value and quantity of ordered
products on an everyday basis. The payment will not be made until the accruals that are
created between the start date and the end date for the product specified is greater or
equal to the value or volume entered as a part of performance requirement
specifications. If the volume requirement fails, then an alert is sent to the offer owner
indicating that the volume check has failed. If the performance requirements are met,
then the funds that are accrued over a period of time are paid to retailers or customers.
However, automatic checks do not work for certain trade promotion activities related to
advertising and marketing where the retailers are required to perform actions such as
poster display or product display, and so on. These performance activities can be
defined for each item, item category, or for all items. In such cases you may attach the
digital photographs of the store display to the offer as proof of performance. A
performance verified check box is available in the claims page to imply that the
customer has met the performance specified in the offer. The claims user makes use of

this as performance proof while settling the claim. The claims user can access all the
details of the performance requirements before associating an offer and settling the
claim.
The following figure illustrates the process by which customers get paid based on the
volume-based performance requirements.
The Volume-based Performance Requirements flow involves the following steps:
1. Create offer.
2. Specify performance rules.
3. Activate offer and accept orders.
4. Check adherence to performance rules.
5. Check volume and amount to verify requirements are met.
6. Pay accruals to the customer.

Volume-based Performance Requirements Flow
Before funds are paid to the retailer or customer, the system verifies whether the retailer
or customer has adhered to performance rules specifications. If the retailer has not
adhered to performance requirements, the system sends notifications to the offer owner.
The offer owner can skip the performance rule and make payments only if a site level
profile option has been implemented to override performance requirements. See the
Oracle Channel Revenue Management Implementation Guide for more information on
setting up this option.
Procedure
Performance rules are rules that a retailer or a customer must comply with to qualify for
discounts that are defined in an offer. Performance rules enable you to define
performance requirements for various products irrespective of whether they are
associated with an offer or not.
To specify performance requirements for an existing offer, log into Oracle Channel

the Additional Links subtab, and then click the Performance link.
Offer Details page, click the Planning link, and then click the Performance link.
Note: Performance rules that have already been defined, are

automatically displayed on the page; new rows appear at the bottom of
the table.
Notes:
• Requirement Type: Select Amount of Quantity based on whether the performance
requirement is value-based or volume-based.
• Required check box: Select to make the performance requirement mandatory. If

you select this option, then earnings are not paid until the claims user verifies and
determines that the performance requirements have been met.
Defining Offer Limits and Price Lists

Promotional limits refer to the maximum limits that you can specify for an offer in
terms of amount and unit for each promotion. You can define the following
promotional limits for an offer:
Promotional Limits
Promotional Limits Description
Maximum number of units of This is the maximum units of products that the offer can
products for an offer support. For example, if you specify the maximum number
of product units for an offer as 1,000, then the offer can
accept orders only for a maximum of 1,000 units of the
particular product.
Maximum number of units that a This is the maximum number of units of a product that a
customer can buy customer can buy. You can define different limits for
different customers. For example, if you specify the
maximum number of units for a customer as 100, then the
customer can place an order against the offer only for 100
units or lesser

Promotional Limits Description
Maximum number of orders that This is the maximum number of orders that a customer can
a customer can place place against the offer. For example, if you specify the
maximum number of orders for an offer as 10, then the
customer can place only 10 orders or less against the offer.
Maximum quantity in units for An offer can have multiple discount rules. You can specify
each discount rule the maximum quantity in units for each discount rule.
Maximum committed order Order amount is the total amount of all the products for
amount for each discount rule which the order has been placed. You can specifying the
maximum total amount for which orders can be placed. For
example, if you specify the maximum committed amount
for a discount rule as $10,000, then orders for more than
$10,000 worth of products will not be accepted.
You can set the above limits for any of the discount lines. You can apply these limits to
either one discount line or all of the discount lines.
When the promotional limits are violated, one of the following actions take place:
• Hard - Adjust Benefit Amount: Adjusts the order benefit amount so that the order
meets but does not exceed the promotional limit. For example, if a customer close to
their promotional limit places a new order that exceeds the limit amount, the
customer receives the benefit only until the amount is reached.
• Soft - Full Benefit Amount: Applies the full benefit to the order and then sends a
status message to place a promotional hold on the order. For example, if a customer
close to their promotional limit places a new order that exceeds their limit amount,
under a soft limit, the customer gets the full promotion benefit applied to the order.
A status message is sent to Oracle Channel Revenue Management that the limit has
been exceeded.
Multiple currency price lists enables you to create price lists in different currencies other
than the functional currency. If you have global customers or do pricing in different
currencies, this feature enables you to maintain a single price list for multiple
currencies. You can set up and maintain multiple currency conversion rates for a base
currency in a single list which can be attached to multiple price lists or agreements.
Price list maintenance is reduced because only one currency conversion definition can
be attached to multiple base currency price lists. If prices change, you only need to
update the base price list.
When a pricing request is made, the pricing engine converts the price on the base price
list to the ordering currency and returns the new price in the ordering currency
(including any markup values).

See the Oracle Advanced Pricing User's Guide and the Oracle Channel Revenue Management
Implementation Guide for more information on promotional limits and multiple currency
price lists.
Procedure
Promotional limit refers to the maximum limits that you can specify for an offer in
terms of amount and unit for each promotion.
To define promotional limits for an existing offer, log in to Oracle Channel Revenue
Navigation: Trade Planning > Offers > Offer Name > Discounts Region. Click the Limits
icon on the discount line.
Notes:
• Maximum Caps: See the Promotional Limits table for information.
Adjusting Offers
Offer adjustments enable you to modify active offers. For example, after an offer was
created the price of the product dropped dramatically resulting in a need to change the
offer price. Once the adjustments are made they are sent to the offer approval process,
and applied to the offer after they are approved.
Note: You cannot make any offer adjustments for Terms Upgrade and
Lump Sum offers.
Different offer types have different rules that govern the adjustments. The Offer
Adjustment Rules table describes the offer adjustment rules. You can make a few or all
of the following adjustments to offers:
Offer Adjustments
Offer Adjustment Description
Modify discounts Change the date for the new discount to be effective from a
future date or from a past date. You can perform either
single-tier adjustments or multiple-tier adjustments to
discounts depending on which adjustment you have
specified for the offer.

Offer Adjustment Description
Add or remove products You can add products that are valid for the offer based on
budget-offer validation. You can also set the discount role to
0. The discounts that have been specified will get
reconfigured based on the changes that you make.
You can add Advanced Options for new discount lines via
adjustment. This is available only for Accrual, Trade Deal,
and Off Invoice offers.
Specify the settlement method Specify offer payout dates and methods. Payout methods
for the offer include paying through check or account credit. For offers
with accrual-- Accrual, Lump sum, Trade Deal, Volume, and
Scan Data, you can specify the payout date, payment
method, and payout party.
Backdating Offers Trade commitments with customers can take months to

finalize. In the meantime, you continue to ship products to
your customers under a temporary agreement, knowing that
final terms of the deal may change. If the terms change, use
the backdating functionality to modify the active offer. You
can change discount terms and the products involved and
the start date, and end date of the offer. Changes that are
made to the offer are reflected in the offer utilization
adjustment.
Add or remove market You can add new market eligibility or end date the existing
eligibility market eligibility. You can select the Apply to Party
Hierarchy check box to specify that the offer applies to party
hierarchy. Market Eligibility adjustment is available for the
Accrual, Off Invoice, and Volume offers.
Earnings Reversals You can create an offer adjustment to reverse earnings for an
offer when either of the following are end dated or removed
from an offer:
• a product, product category, or custom product

attribute.
• a market eligibility customer context (Customer,

Customer group, Sold By, Territory) or custom qualifier
attribute record.
For more information about Reversing Earnings, see Oracle

Channel Rebate and Point-of-Sale Management Implementation
Guide.

The following table lists and describes offer adjustment rules:
Offer Adjustment Rules
Offer Type Adjustment Rules
Off Invoice Offer Modify the discount amount or percent value. Backdate the
request or have the new values begin on a specific date, or
both.
Add advanced options for new discount lines.
Accrual Offer Modify the accrual amount or percent value. Backdate the
request or have the new values commence on a specific date, or
both.
Add advanced options for new discount lines.
Net Accrual Offer No adjustments can be made to Net Accrual offers.
Order Value Offer Modify the discount amount or percent values as they pertain
to each line defined in the Offer. You cannot modify the Order
Value "From" and Order Value "To" values. Backdate the
amount or percent values modification, or have the new values
commence on a specific date, or both.
Promotional Goods Offer Modify the discount amount or percent value for the products
detailed for the "Get" condition only. Backdate the request, or
have the new values commence on a specific date, or both.
Volume Offer Modify the discount amount or percent values as they pertain
to each volume "tier" defined in the Volume Offer. You cannot
modify the Volume "From" and the Volume "To" tier values.
The user may backdate the amount or percent values
modification or have the new values commence on a specific
date, or both. See additional information on Volume Offer
below.

Offer Type Adjustment Rules
Trade Deal Off Invoice Component - Modify the discount amount or

percent value. You can backdate the request or have the new
values commence on a specific date, or both.
Accrual Component - You may modify the accrual amount or

percent value. You may backdate the request or have the new
values commence on a specific date, or both. For Trade deal
offers the effective date for backdating or commencement of
modified values, or both must be the same for both the Off-
invoice component and the Accrual Component. Effective
dates for both the components cannot differ.
Forecast columns are displayed in the Adjustment page.
Related Topics
For additional, detailed information about offer adjustment functionality, refer to My
Oracle Support (http://support.oracle.com) Document ID 2031757.1.
Adjusting Volume Offers

Navigation: Channel Revenue Management > Trade Planning >Offers > Volume Offer
>Adjustment
You can create the following adjustments for volume offers:
Add Product to Active Offer
You can add new products to discount tables using the Offer Adjustments page by
selecting a Discount Table from the Discount Table LOV on the Offer Adjustment page.
Products begin accruing on the date when the adjustment go active. Historical accrual is
not supported.
Modify Discount Table
The discount tables in the Discount Table LOV contain discount tables that use
percentage or amount. You can edit rate or amount in these tables. You cannot adjust
Formula based discount tables except to convert them to a discount or amount.
Modify Dates on an Active Offer
Adjustments before the offer start date are not supported. You can adjust offer end-
dates to today or any day in the future on active offers.
Procedure
The offer adjustments function enables you to modify active offers. Adjustments go
through an approval process and they are applied to the offer after they are approved.
To create offer adjustments for an active offer, log into Oracle Channel Revenue

Note: Offer Adjustments are not available for Terms Upgrade and
Lump Sum Offer types.
Trade Planning tab, click Offers subtab, then the offer. In the Update Offer page, on top
right corner, select Adjustments and click the Go button.
Offer Details page, click the Adjustments link.
Notes:
• Adjustments:
• You can either create a new Adjustment or modify the existing Adjustment.
• You can create a new adjustment only if your are creating the adjustment for
the first time, or if all the existing adjustments are either approved or rejected.
• Settlement Method: For backdated offers, to settle the difference in discount for
products that have already been discharged in case of backdated offers, select the
settlement method as either check or accrue the credit on account.
• Discount Rules: You can add new discount lines, or modify the existing discount
rules. See Defining Qualifiers and Discount Rules for more information.
• Market Eligibility: You can add new market eligibility or end date the existing
market eligibility. You can apply offers to the party hierarchy using the Apply to
Party Hierarchy check box. Market eligibility adjustment is available for these
offers: Accrual, Off Invoice, and Volume.
• You can configure the OZF: Number of Workers for Offer Adjustment profile
option to generate the required number of threads to process offers. This profile
option can be set at the Site level and is blank by default, which represents a single
worker.
After you save the changes, the offer status changes to Active. The change in the status
initiates a workflow for Offer Adjustment approval depending on the status order rule.
During the process, the status first changes to Pending Approval initially, and later
changes either to Approved or Rejected.
Approving Offer Adjustments

Offer adjustments that have been made are sent to the offer approval process, and are
applied to the offer after they are approved.
To approve an offer for which adjustments have been made, log into Oracle Channel

Searching for Offers

The Offers summary page displays offers with My Offers as the default predefined
view. From this page you can view saved searches and create all types of offers. The
Simple Search and Advanced Search buttons enable you to search for offers based on
specific criteria and to save and name your search for later use.
For numeric fields, the default operator for simple search is equal to. For text fields, the
default operator is starts with. For example, if you enter 09-Mar-2017 in the Start Date
field and then search, the results include offers that start on 09-Mar-2017.
If you specify multiple criteria, the search engine uses the and condition and displays
offers for which all criteria are met. For example, if you enter Vision Operations in the
Operating Unit field and select Active in the Status field, the search results include
active offers with operating unit as Vision Operations.
If you search with the equal to operator and any of the following criteria, then only
offers that match the exact criteria are displayed:
• Customer
• Customer Bill To
• Customer Ship To
• Buying Group
• List
• Segment
• Territories
In the following example, the Sample Offers table gives some details for each of seven
different offers. The Sample Searches table shows the criteria used for each of four
different searches, and the corresponding search results.
Sample Offers
Offer Offer Status Group Market Context Conditio Attribute

Type Context Attribute n Value
From
Offer 1 Accrual Active 10 Customer Customer equal to CDS

Name

Offer Offer Status Group Market Context Conditio Attribute
Type Context Attribute n Value
From
Offer 2 Volume Draft 10 Customer Customer not equal CDS

Name to
Offer 3 Volume Active 10 Customer Buying equal to Gold

Group Groups Customer
s
Offer 4 Volume On Hold 10 Customer Customer equal to CDS

Bill To Pittsburg
h (OPS)
131
Commerc
ial Drive
Offer 5 Accrual Active -1 Sold By Sales equal to Direct

Method
Offer 6 Volume Active 10 Customer Customer equal to CDS

Name
10 Sold By Sales equal to Direct

Method
20 Customer Customer not equal CDS

Name to
10 Sold By Sales equal to Indirect

Method
Offer 7 Accrual Active 10 Customer Customer equal to Goodway

Name
Sample Searches
Search Search Criteria Search Result
Search 1 Customer Name is not equal to Offers 2, 3, 4, 5, and 7

CDS

Search Search Criteria Search Result
Search 2 Customer Name is equal to Offers 1 and 6

CDS
and
Customer Name is not equal to

Hilman
Search 3 Customer Name is equal to No offers found

CDS
and
Buying Group is equal to Gold

Customers
Search 4 Offer Name ends with 7 Offer 7
and
Customer Name is not equal to

CDS
Note: When you search for a specific customer, the search results do
not include blanket offers or offers for which the customer is part of a
buying group, a list, or a segment.
Offer Forecasting
Offer forecasting enables you to predict the performance of new offers by utilizing base
sales (sales data of the previous year). The base sales or historical sales data is
segmented into three dimensions--time range, product, and market (account). By
analyzing this data, you can set realistic sales targets and acceptable return on
investment (ROI) for the your organization as well as the retailer.
Offer forecasts are based on quantities and not the monetary value. To create a forecast,
an offer must target at least one customer and one product. Multiple customers and
products are also supported. You can create offer forecasts for all types of offers except
Order Value because no products are specified in Order Value offers. You can create an
offer forecast at the following levels:
• Offer level: forecast is based on the historical sales data for customers and products
for that particular offer

• Campaign level: forecast is based on the sum of customer and product data for all
offers that are sourced by that campaign
You can create offer forecasts at any time regardless of the offer status. After creating a
forecast, you can also freeze it, after which the forecast, the forecast data cannot be
modified, updated, or deleted. This ensures that the forecast data remains accurate, and
that the wrong data is not used for your offer. If you wish to change the data in a
forecast after it is frozen, you can create a new forecast from a frozen forecast, and then
modify or change the data in the new forecast.
• Understand and create offer forecasts
• Create forecast versions
• Understand and use the Manufacturer's ROI Calculator
Offer Forecasting to Execution Process

You can use Oracle Channel Rebate and Point-of-Sale Management to forecast product
sales for an offer to a customer, create and ship orders, update the budget associated
with the offer, pay the customer automatically, and settle the claim.
Example
Vision Industries has manufactured and launched a new product. Because the product
is new in the market, not many customers are aware of the product, and the product has
not been selling well. The Sales Management decides to promote the product. The Sales
Management assigns you the responsibility of creating a plan to promote and advertise
this product in the market.
You, the Sales Manager decide to promote this product by creating an accrual offer to
give delayed discounts on purchases of the new product within the first three months.
You wish to find out how well the offer would perform, and then activate the offer. You
also plan to settle accruals and pay customers automatically.
Prerequisites
• Integration with Oracle Payables and Oracle Receivables must be set up.
• The workflow background process with the parameter AMS Marketing Generic
Approvals must be running to initiate an approval notification to the Budget
Approver to approve the budget.
• The workflow background process with the parameter Claim Settlement must be
running to close the claim.
• The following concurrent programs must be running:

• OM Order Line: to generate an invoice from an order that is created in Order
Management
• Pick Release Process: to pick, and pack a sales order
• Interface Trip Stop: to ship a sales order to the customer location
• Funds Accrual Engine: to update the budget that is related to the offer and the
order
• Autopay: to automatically create a claim for the customer
• AutoInvoice: to validate and import records as completed transactions into

Oracle Receivables
• Claim Settlement Fetcher: to close the claim that you have prepared to settle.
Process Flow Diagram

The following figure illustrates the Oracle Channel Revenue Management application
process flow from forecasting product sales for an offer to a customer, to settling the
claim.
Trade Promotion Forecasting to Execution
Procedure
Follow the steps in this section to complete this flow.
Step 1: Create a Budget
A Budget is a pool of money, which you can use to fund trade promotion activities such
as offers and campaigns. As the first step, you create a budget for $500,000 to be used

for general sales and trade promotion purpose. You can use this budget to source an
accrual offer to offer delayed discounts to your customers.
Step 2: Approve the Budget
The budget must go through the budget approval process to become active. You can
source funds for sales and trade promotion activities from a budget only if it is active.
Step 3: Create an Accrual Offer
In this step, you will create an accrual offer to provide 10% discount on each unit of the
product, which customers purchase. An accrual offer enables you to give delayed
discounts on items that the customer or distributor purchases. The discounts get
accrued over a period of time, and customers can later claim this amount. You can also
enter the minimum quantity or amount that the customer must purchase to get the
discount.
Step 4: Create Promotional Offer Forecast
You can create an offer forecast for the customer and product to find out how well the
offer may perform. It enables you to determine whether the offer will provide the
required promotional lift and yield the desired results. A forecast is created based on
historical data. The offer must be in Draft status in order to create the forecast.
Note: The concurrent program Refresh Materialized Views for Order

Sales must be run to update Base Sales and Actual Sales. This
concurrent program can be automated by scheduling it to run
regularly. It updates the forecasting information to show the historical
purchase of the product for the customer from the previous year
period. You will use this information to create a forecast for your offer.
Step 5: Activate Offer

You must activate an offer to make it available for customers. Discounts are applied to
the offer when customers place orders against the offer.
Step 6: Create a Sales Order
After an offer is active, customers can start placing orders against the offer. Orders are
created in Order Management by the Order Management clerk. Discounts are applied
when orders are created. To create a sales order, log into Order Management as
ebusiness/welcome. This user has the Order Management Super User responsibility.
Navigation: Orders, Returns > Sales Orders.
Notes:
• Order Type: Enter Mixed.
• Line Items: Enter details as appropriate.
• Actions: Use this tab to create Promotion Pricing Attributes for Oracle Channel

Revenue Management. Complete the following for a request only offer, for an
automatic offer skip to view adjustments:
1. Select Promotion/Pricing Attributes and click OK.
2. Select Promotion Number and click Apply.
3. Click Actions to view adjustments:
4. Save your work and make a note of the order number.
5. Click Book Order.
The Pick Release Process concurrent program picks and packs the order. The Interface
Trip Stop concurrent program ships the sales order to the customer location.
Step 7: View Budget Utilization
The Funds Accrual Engine updates the budget that is related to the offer and the order.
The utilized and the earned columns in the budget get updated according to the
discounts that are offered against the orders that the customers have placed. The budget
shows the utilized amount based on the discount applied to the order. The earned
column shows the amount utilized based on the orders that have been shipped. To view
the budget utilization details, log into Oracle Channel Revenue Management as
trademgr/welcome. This user has the Oracle Trade Management Super User
responsibility.
Navigation: Budget > Budgets.
Notes:
Look for the New Product Promotion budget. Optionally, click the amount under the
Utilized column to view the order number.
Step 8: Claim Creation and Settlement
The concurrent program Claims Autopay automatically creates a claim for the customer
if Autopay is enabled in the customer's Trade Profile. To enable Autopay for the
customer, navigate to Administration > Trade Management > Trade Profile, and select
Autopay.
After the claim is automatically created, the following processes occur in the
background:
• The AutoInvoice concurrent program validates and imports records as completed
transactions into Oracle Receivables. If there are any errors in the process, they are
listed in the output report.
• The Claims Settlement Fetcher concurrent program closes the claim that you have
prepared to settle.
• The workflow background process with the parameter Claim Settlement closes the

claim.
Step 9: View Credit Memos

Review the credit memo that is created from Oracle Receivables. Log into Oracle
Channel Revenue Management as trademgr/ welcome. This user has the Oracle Trade
Management Super User responsibility.
Navigation: Claim > Claims.
Look for the credit memo in Receipts.
Step 10: View Closed Claim
Review that the claim has been closed. This concludes the claim settlement process. The
claim will be closed when the Claims Settlement Fetcher concurrent program is
complete.
Navigation: Claim > Claims.
Notes:
Look for the claim that you created and settled. Verify that the claim status has changed
to Closed. The Claim Report shows the Receipt, Settlement, Vendor, Payment Detail,
and other information.
Creating and Editing an Offer Forecast

You can create an offer forecast to evaluate and consider historical data when you
design a promotional offer.
To create and edit a forecast for an existing offer, log into Oracle Channel Revenue
Prerequisites:
• The Administrator must have performed the following activities:
• The concurrent manager program, AMS-TM: Refresh of Base Sales Materialized
View, must be set to run and must be completed successfully at least once; else,
the Base Volume will be zero.
• The AMS-TM Default Forecast UOM profile must be completed. This profile
determines the default Unit of Measure (UOM) used for calculating the
Forecast. If historical sales data are in different UOMs, they will all be
converted into this profile UOM.
the Additional Links subtab, and then click the Forecast link.
Offer Details page, click the Forecast link.

Notes:
• Verifications: Verify the following in the offer:
• One or more products are selected.
• The Start and End Dates are past. Dates are used to reference historical values.
• One or more customers are selected. Do this by navigating to Execution >

Market Eligibility.
• Total Forecast: This is the quantity to be forecasted over the product and customer
combinations. It must be inclusive of the Forward Buy quantity.
• Forward Buy: This is the quantity you expect will be purchased during the offer
specifically to take advantage of the offer.
• Base Volume: The Base Volume is readily available. Base Volume is the historical
sales data from Order Management, based on all closed order lines for the selected
customers and products of the offer during the time period specified by the Base
Volume Source. The Base Volume Source defaults to Last Year Same Period.
Forecasts are always based on the sales during the period one year prior to the
current offer begin and end dates.
• Automatic Spread:
• Baseline Ratio: The Base Volume is divided across the products in the same
ratio as the relative sales volume. For example, if Product A sold 800 units and
Product B sold 400 units, and the Total Forecast is 3000 units, then the default
forecast is 2000 units of Product A and 1000 units of Product B.
• Across All Evenly: The Base Volume is divided evenly across all products. For
example, if Product A sold 800 units and Product B sold 400 units, then the
default forecast would be 1500 units of Product A and 1500 units of Product B.
• Buy-Get Ratio: Available for promotional goods offers only. This is used for
calculating the default product forecast for these offer types.
For example, an offer is defined as Buy 2 Units of Product A and Get 1 Unit of
Product B at X discount. If the total forecast is 300, then the forecast for Product
A will be 200 and Product B will be 100.
If the get product is free (in other words, if it has a 100% discount), then the
forecast for Product A will be 300 and Product B will be 300. You do not need to
forecast free products. The application assumes that free products are always
included when the corresponding buy product is sold.
• Forecast Order: Select one of the following as your first dimension:

• Product: spreads the Total Forecast over the Products first.
• Market: spreads the Total Forecast over Eligible Markets first.
• Time: spreads the Total Forecast over time first. This is calculated on the Period
View. The total time period for the offer is divided by the Period View to give a
number of periods. This number is rounded up to the nearest whole number.
For example, if the offer is good for 30 days and the Period View is one week,
the number of periods will be 30 days/7 days = 4.29 rounded up to 5.
Note: Optionally, you can select second and third dimensions.

Click Details to view the second and third dimension spreads,
if any
• Total Forecast: Click to freeze the Forecast.
• Freeze check box: Select to freeze the forecast. A forecast cannot be changed after it
is frozen. If changes are made to the Offer in either products or market eligibility,
you must recreate the existing forecast by creating a forecast version to reflect the
changes.
Selecting a Forecast Basis

The Offer Details Forecast page has a dropdown to allow you to select a Forecast Basis.
You can generate a forecast based on:
• Last Year Same Period: to generate the forecast based on the sales achieved during
the same period in the last year
• Custom Date Range: to generate the forecast for a given time period.
• Offer Code: to generate the forecast based on the performance of another offer.
• Baseline Driven Forecast - dependent upon the availability of baseline and lift data
for calculations.
Navigation: Channel Revenue Management > Trade Planning > Select an Offer
>Forecast
In the Forecast Basis dropdown select a Forecast Basis and click create to display a
Forecast Details screen based on your Forecast Basis selection:
• Last Year Same Period: Forecast is calculated as the same as same customer/product
sales that occurred for the same period in the prior year.
• Allocation Method has two values: Across All Evenly – the forecast total is
allocated across all customer, item, or combinations equally. Proportionately –

the forecast total is allocated to each customer, item, or period combination
proportionately to the historically value.
• Custom Date Range: Forecast is generated for the period from given custom start
date up to given custom end date based upon corresponding prior year sales.
• Offer Code: To generate the forecast based on the performance of another offer.
• Baseline and Lift Forecast The options here depend on the availability of baseline
and lift data for calculations. This data is historic and uploads into the system. It is
not visible on the UI.
• Discount percentage is editable at the Product level. Any changes you make to
discounts will trigger a recalculation of the forecast from the database,
replacing any prior manual edits for that product only.
• Changes to the Total Forecast value allocate the change down the hierarchy
proportionately to their current values.
Creating a Forecast Version

After a Forecast is frozen, it cannot be modified. A new version must be created.
To create a forecast version, log into Oracle Channel Revenue Management as Oracle
Trade Management User.
As a prerequisite, a frozen forecast should exist.
the Additional Links subtab, and then click the Forecast link.
Offer Details page, click the Forecast link.
Notes:
• Create Next Version: Click to create a forecast version. All the details from the most
recent version of the Forecast are copied into the new Forecast.
• Freeze check box: Select to freeze the forecast.
Calculating ROI
Return on Investments (ROI) in general can be defined as (revenue - cost) / cost. Cost in
Oracle Channel Revenue Management refers to the cost of goods sold, promotional
amount, or other costs that can be custom calculated. The Manufacturers ROI Calculator
is tightly integrated with the offer forecasting functionality and is designed to provide
the trade user a multi-functional planning tool that will aid in the initial analysis,

strategic planning and execution of any promotional offer or activity. Additionally, the
Manufacturer's ROI Calculator serves as a tracking and monitoring tool for revenue and
costs for active promotional offers.
Depending upon the status of a promotional activity, the Manufacturer's ROI Calculator
may serve as a planning worksheet for the user or as a barometer that measures the
effects of an offer as performance actually occurs. With access to actual performance
and expenses as they occur, the user may measure updated returns against forecasted
sales revenue and associated costs. In turn, trade users may plan, and execute
accordingly.
Viewing the Manufacturer's ROI Calculator

You can generate an ROI table from a forecast. This table takes the information from the
forecast and calculates the ROI by using the unit cost for the various products, and the
discount information from the Offer.
To view the Manufacturer's ROI Calculator for a completed forecast, log into Oracle
Channel Revenue Management as Oracle Trade Management User.
Navigation: Trade Planning > Offers > Offer Name > Forecast.
Notes:
• Forecast version: Select the appropriate forecast version, enter a price list, and click
Save. The price list that you select here will be used to Calculate the ROI based on
the selling prices. The price list can also be defaulted.
• Manufacturer's ROI:
• The default view is for the forecast. Choose Forecast versus Actuals view from
the drop-down list to display the selected view.
• Calculate ROI: Click to complete the table with the ROI information. The values
that can be displayed in the table are:
• Product List Price is the price of the product based on the Price List selected.
• Discount can be Percent, Amount, New Price, or Lump Sum based on the offer
itself.
• Value is the numeric value of the discount per unit. For example, if the discount
was 10% and the list price $100, then the value will be $10.
• Selling Price = List Price - Discount Value (Exception: For discount type
Accrual, the selling price is same as list price).
• Unit Cost is the unit cost of goods, and the number is returned from Costing.
• Margin Amount = Selling Price – Unit Cost.

• Margin % = (Margin Amount/Selling Price) times 100.
• Forecast Units are taken from the Forecast itself.
• Forecast Revenue = Forecast Units times Selling Price.
• Forecast Costs = Forecast Units times (Unit Cost plus Discount Value).
• Forecast ROI = (List Price – (Unit Cost plus Discount Value)) / (Unit Cost plus
Discount Value).
• Total Forecast Units = sum of all lines.
• Total Forecast Value = sum of all lines.
Offer Funding
Offers are created to increase sales by offering discounts on products. Organizations
often treat discounts as reductions in revenue. Therefore, an offer must source funds
from either a budget or a campaign to offer these discounts.
Sourcing an offer involves specifying the funding source for the offer. You can source
funds for an offer from a parent campaign, budget, or from multiple budgets. When
you select a parent campaign as the funding source, the campaign behaves like a mini-
budget. The offer can source up to the maximum amount available for the campaign.
When you source funds from multiple budgets, you must specify the amount that you
would like to withdraw from each budget. There is no rule for the proportion in which
you can withdraw funds from each budget. However, when you source funds from a
budget, you can request only up to the maximum amount that is available in the
budget.
For example, you can source an offer from three budgets. The offer has a committed
amount of $10,000. You can decide to withdraw this amount from the three budgets in
the following manner:
• Budget 1- $3000
• Budget 2 -$3000
• Budget 3 - $4000
After specifying the funding source, you can submit the offer for approval. An offer
becomes active after all approvers approve the offer. See Understanding the Offer
Approval Process for more information.

Requesting Funding For an Offer
An offer must source funds from one or more budgets to offer discounts.
To request funding for an offer, log into Oracle Channel Revenue Management as
Oracle Trade Management User.
Prerequisites:
• An offer must be created, and you must have access to the Budget Request page for
the offer.
• An active budget must exist.
Navigation: Trade Planning > Offers > Offer Name > Budget.
In the Initial Budget Estimate field, enter the amount that you would like to source for
the offer from a budget, and click Update. You cannot request approval for your offer
until you have specified an initial estimated budget.
Notes:
• Create Request: Click to create a budget request.
• Budget Source region: Select either Budget (the actual budget) or Person (the
individual who will determine the budget to be used for the offer) from the Source
Type drop-down list, and select a source name.
The information in the Budget Recipient region of the page is automatically
populated. It is based on the initial estimated budget, and the offer type, name,
code, and owner.
• Request Details region:

• Required By: Optionally, select the date by which you require approval for the
funds. This field is for information purposes only. It allows the approver to see
the urgency of the request.
• Requested Amount: Enter the amount that you require.
• Justification: This field is optional and is for information purposes only. You
might want to explain the reason for the budget request or how the money will
be used.
To request funding from another budget (to source the offer from multiple budgets),
start afresh by clicking Create Request again.
Creating a Budget Transfer From an Offer

By creating a budget transfer, you can move the committed money from the offer back

to the budget.
To create a budget transfer from an offer, log into Oracle Channel Revenue
Prerequisites:
• The offer must be in the active status.
• Funds must be committed to the offer.
Navigation: Trade Planning > Offers > Offer Name > Budget > Create Transfer.
Notes:
• Budget Recipient: Select the budget to which funds will be transferred.
• Transfer Details: Enter the amount that you would like to transfer.
Offer Approval
The approval process for offers includes offer theme approval and budget approval. For
an offer to become active, the offer plan must first be approved. After the offer plan is
approved, you must submit it for budget approval to request funds for the offer.
• Understand the offer approval process
• Understand offer statuses
• Understand the concept of budget-offer validation
• Initiate offer approval
• Approve offers
Understanding the Offer Approval Process

Offer Theme Approval:
An offer must be approved by the designated approvers before it can become active. An
offer can be used to offer discounts only after it becomes active.
If the offer owner and the budget owner are different, then the offer must first obtain
the offer theme approval, and then the budget approval. When you create an offer, you
define the offer plan by specifying the product, discounts, and the market that the offer
must target. Offer theme approval is the process by which the offer plan gets approved.
During offer theme approval, the Sales Management reviews the offer, and it may
approve or reject the request. If the request is rejected, you can modify the offer and

resubmit it for offer theme approval. You can also cancel the offer if required. If the
Sales Management approves the request, the offer proceeds to the budget approval
stage.
Note: The offers theme and budget approval requirement is controlled

by the offer custom setup in the administration section.
Budget Approval:
Budget approval is the process by which a budget owner approves the request for
funding. Budget owner is the owner of the budget from which you request for funds to
execute the offer. Budget owner is also known as the fund source owner. If an offer
sources funds from more than one budget, then the offer becomes active only after all
the budget owners approve the request.
For example, you create an offer to source funds from three budgets--Budget A, Budget
B, and Budget C. You first submit the offer for offer theme approval. The Sales
Management reviews the offer and approves it. Next, the offer passes on to the budget
approval stage. The request is sent to each of the budget owners. The offer becomes
active after all the budget owners approve the request in a sequential manner based on
the order specified in the approval rules.
If you are the offer owner as well as the budget owner, then the offer will go through an
approval process only if the amount requested in the offer is not within your spending
limit. For example, if you create an offer for $40,000 whereas your spending limit is
$30,000, then the offer must go through an offer approval process, and the request will
be sent to the defined approver. However, if your spending limit is more than the
requested offer amount, then the offer does not require any approvals.
Note: Offer theme approval and budget approval are optional features
that your organization may implement. Your organization can choose
to have only offer theme approval, or only budget approval, or both. If
neither of them are implemented, the offer does not go through any
approval process. Instead the offer status directly changes to Active.
Offer Statuses
Offer status enables you to know the exact status of an offer at any point of time. The
status of an offer changes along with the approval flow.
The following describes different statuses that an offer may go through during offer
theme approval and budget approval, and the behavior of the offer at different statuses.

Offer Statuses
Offer Status Description
Draft The offer status appears as Draft when the offer is in the planning
stage. When the offer is in the Draft status, you can:
• Change any offer parameter
• Cancel the offer
• Request for offer theme approval
The offer status changes to Submitted-Theme Approval after it is

submitted for offer theme approval.
Submitted-Theme The offer status appears as Submitted-Theme Approval after you

Approval submit the offer for theme approval.
The offer status changes to Planning if the offer theme approval is

approved. It means that the offer has reached the budget approval
stage.
The offer status changes to Draft if offer theme approval is rejected.

The user may modify the offer and resubmit it for offer theme
approval.
Planning The offer status appears as Planning when it is in the budget

approval stage.
From Planning, the offer status may change either to Active, On

Hold, or Rejected.
The offer is read-only when it is in the Planning status. No

parameters can be changed.
Rejected The offer status appears as Rejected if one or more funding source
owners reject the offer.
An offer cannot be activated when it is in the Rejected status. But it

can be modified and resubmitted for approval.
Pending validation When the offer status appears as Pending Validation, it means that
the offer is being checked automatically for budget-offer validation.
This status is based on the budget offer validation profile.

Offer Status Description
Active The offer status appears as Active after it is approved by the fund
source owners. It means that the offer is ready to be executed or is on
temporary hold.
The information that you can edit at this point of time depends on
the implementation setups. In any case, you cannot add or modify
discount rules.
On Hold On Hold is an interim status, which means that the offer has been
approved, but is not yet ready to be executed.
From On Hold, the offer status may change to Active.
Terminated The offer status appears as Terminated if it is cancelled before the

original completion date.
From Terminated, the offer status may change to either Active or On

Hold.
Completed The offer status appears as Complete after the offer reaches the end
date, and all associated activities are complete.
Budget-Offer Validation
Budget-offer validation ensures that funds planned for certain customers and products
are used as intended. If the budget-offer validation is implemented in your
organization, the customer and product targets specified in the source budget are
matched whenever you create an offer and submit it for approval. The offer cannot
source funds from a budget if these conditions do not match.
For example, a budget has been created to source funds for trade promotion activities
for California retailers and Orange Juice. If the budget-offer validation option is turned
on, then an offer created for Oregon retailers and milk will not be allowed to source
from this budget.
If budget-offer validation fails, the offer status changes from Submitted or Pending,
back to the previous status. At the same time, a notification is sent to the offer owner.
For more information on budget-offer validation, see the Budgets chapter.
Submitting an Offer for Approval

An offer must be approved before you can make it available to the customers.
To initiate offer approval for a draft offer, log into Oracle Channel Revenue

Navigation: Trade Planning > Offers > Offer Name > Request Approval.
Approving an Offer
After an offer has been submitted for approval, it goes through the offer theme
approval and budget approval processes. The designated approvers according to the
approval rules must approve the offer theme, where as the budget owner must approve
the budget request.
To approve an offer theme for an offer that has been submitted for approval, log into
Oracle Channel Revenue Management as Oracle Trade Management Super User.
The offer proceeds to the budget approval stage after you complete the theme approval.
Offer Execution
After an offer becomes active, you can start communication and offering discounts to
customers. Whenever customers place order the offer eligibility and qualifiers
determine what offer should be applied to an order. The updates to budget information
on the offer is based on the offer application.
An offer cannot be used if:
• The offer reaches the end date.
• The funds in the offer are completely utilized and the pay over earnings is not
enabled.
• The offer is manually completed and the offer status is no longer active.
See the Budget Management chapter in this manual for more information on budget
utilization and the manner in which a budget gets updated for different offer types.

7
Point-of-Sale Management

• Overview
• Using Point-of-Sale Data for Volume Offers
• Org-Striping
• Chargeback and Third Party Accruals
• Working With Chargeback and Third Party Accrual Transactions
• Indirect Inventory Tracking
• Special Pricing Requests and Soft Funds
• Deduplicating Customer Data
• Referrals
Overview
Point-of-Sale Management is the process by which a manufacturer validates requests,
and manages and tracks funds when trade promotion activities are executed indirectly
through retailers and wholesalers (or dealers and distributors). The Point-of-Sale
Management functionality includes the following features:
• Chargeback
The manufacturer may have different pricing agreements with some end-customers
who buy products indirectly through distributors. Sometimes, distributors may
have to sell products to these end-customers at a price that is less than their
acquisition cost. In such cases, they may chargeback the differential amount back to
the manufacturer. Claims need to be created and settled based on the chargeback
information
• Third Party Accruals
Point-of-Sale Management 7-1

Third party accruals include discounts and accruals that are applicable to retailers,
or other channel partners. Wholesalers may track this data and submit requests on
behalf of the retailers to claim these accruals.
• Special Pricing
Retailers or wholesalers request the manufacturer for a special price or discount to
dispose existing inventory, meet a competitor's price, or to win a deal for an
existing customer.
• Fund Requests
Retailers or wholesalers execute trade promotion activities on behalf of the
manufacturer, and request for a budget to execute these activities.
• Referral Management
Retailers or wholesalers refer a business prospect, lead, or an opportunity to a
manufacturer. If the referral results in an order, they can claim incentive for the
referral.
Chargeback and Third Party Accrual data are managed in Oracle Channel Revenue
Management whereas Special Pricing, Fund Requests, and Referrals are features that
are available in Oracle Partner Management. When there are approved requests related
to Special Pricing, Fund Requests, or Referrals, offers and claims are automatically
generated in Oracle Channel Revenue Management; these claims are settled by the
claims user.
Using Point-of-Sale Data for Volume Offers

When point-of-sale data is used for volume offers, identifying the seller and buyer are
important for market eligibility rules. The following information applies to Point-of-Sale
Management for Volume Offers:
• Seeded qualifiers are required to support the ability to identify indirect sellers and
buyers
• A seller/buyer can be an account or an account site but both need to be seeded as

Quoting (QP) qualifiers.
• A seller account is an actual valid account site defined in Accounts Receivable.

Although the seller is a seller from the indirect sales transaction's perspective, it is
still a customer from the company's perspective. For example, a distributor that a
company sells to, is a customer from the company's perspective. However, if this
distributor submits its sales transactions to the company, these transactions become
indirect sales transactions.
• Additionally, indirect seller and buyer account sites are valid customer account

sites defined in Oracle Trading Community Architecture.
• The "Sold By" IDSM (indirect Sales Modifier) qualifier supports the following
contexts and values :
Context Attribute Value
Channel Direct Indirect Sales
Distributor Name Distributor name
Distributor Segment Distributor Segment name
Distributor List Distributor List name
Distributor Territory Channel Revenue Management territory name
Org-Striping
In Oracle Channel Revenue Management the operating unit information is required
when importing POS data. The operating unit can be derived from the system profile
MO:Default Operating Unit or be selected by the particular used who plans to upload
the data.
Claims are created in the background when indirect sales users initiate payments for
batches. An indirect sales batch can contain transactions for only one operating unit and
claims should be created in the same operating unit.
Impact of Org-Striping on Point-of-Sale Management

Org-striping has the following impact on various indirect sales management
components:
• Chargeback: The profile option, QP: Security Control, determines whether the
operating unit details in indirect sales orders should be matched with the operating
unit details specified in the pricelist. If the profile option is set to:
• On: If On, and if the price list was created without the global flag checked, the
indirect sales order's operating unit is checked against that of the price list. If it
does not match, then it results in a dispute of invalid price list.
Additionally, if the QP profile option is set to On with the global flag on the
pricelist checked or set to Off, , the pricelist validation does not take place.

• Third Party Accruals: The validation that takes place is similar to that of offers
applied to direct sales orders.
• Org-Striping validation on price lists and offers rely on the Advanced Pricing
Engine.
Chargeback and Third Party Accruals

Retailers or end-customers may buy products directly from the manufacturer, or
through wholesalers. Sometimes, to honor agreements that manufacturers have with
individual customers or buying groups, the wholesalers sell products at a price that is
lesser than their acquisition cost. Wholesalers submit claims to claim back the difference
amount from the manufacturer. These claims are known as chargebacks.
Third Party Accruals are payments that must be made to the end-customer. The accrual
may be a discount or incentive that the manufacturer wants to give to the end-customer,
or it may be a result of the end-customer buying the products from a wholesaler who
charges a price higher than the price agreement between the manufacturer and end-
customer. This amount is accrued and paid to the end-customer.
Note: Chargebacks are claimed by wholesalers, whereas third party

accruals are claimed either directly by the retailer or end-customer, or
by the wholesaler on behalf of the retailer or end-customer.
Understanding Chargebacks
Manufacturing organizations face the challenge of handling rebates and chargeback
claims for their customers and wholesaler networks. These organizations pay accruals
to indirect and direct customers. Chargeback in Oracle Channel Revenue Management
enables organizations to accurately create and report accruals, and efficiently validate
and process the monthly chargeback claims that they receive from wholesalers.

In the scenario above, the manufacturer has different pricing agreements with the
wholesaler and the retailer. If the manufacturer sells products to the retailer through a
wholesaler, then the wholesaler purchases products from the manufacturer at an agreed
price. This price can be higher than the price agreement that the manufacturer has with
the retailer. The wholesaler then resells the products to the retailer according to the
pricing agreement that the manufacturer has with the retailer.
The manufacturer incurs a chargeback for this transaction as below:
1. Manufacturer sells to the wholesaler at $100
2. Wholesaler resells to end-customers at $60
3. Wholesaler submits a chargeback of $40 to the manufacturer
Depending upon how Oracle Channel Revenue Management is implemented in your

organization, the chargeback data may be used for third party accruals and indirect
inventory tracking for wholesalers.
Information in this section explains:
• Chargeback Submission, page 7-6
• Chargeback Validation, page 7-9
• Chargeback Tolerances, page 7-10
• Chargeback Reconcilliaton, page 7-11
• Chargeback Settlement, page 7-14
• Chargeback Statuses, page 7-16
Process Flow
The following figure illustrates the process flow for chargebacks, starting from

chargeback submission to chargeback settlement.
Chargeback Submission
Wholesalers or distributors may send chargeback data and claims through the Oracle
XML Gateway. Oracle Channel Revenue Management supports EDI 844 and EDI 867
formats. See the Oracle XML Gateway User's Guide for more information.
They may also send the data in the form of .xls files or paper documents that will need
to be converted and uploaded to the system using Oracle's Web ADI Tools. You can
upload this into Oracle Channel Revenue Management, and process it further. If
wholesalers want to change certain information in the chargebacks that were originally
submitted, they can resubmit them.
Chargeback Validation
The system checks whether the wholesaler is a valid party in Oracle Trading
Community Architecture (TCA), and automatically performs inventory verification,
item verification, and price agreement verification. If any of these validations fail, then
the system will not process the chargebacks. Notifications are sent to the submitter.
Chargeback Reconciliation
If the chargeback is valid, then the chargeback amount for each chargeback line is
posted against a budget. The Administrator specifies the budget source as a profile
value for the Chargeback budget. The amount in the utilized and earned columns are
updated based on the batch processing results.
Chargeback Settlement
A single chargeback claim is automatically created against the chargeback transaction. If
there are any disputes regarding the chargeback transaction, then the Administrator can
initiate the claim for the chargeback lines without disputes. All chargeback earnings are
automatically associated to the claim.
Chargeback Submission
Wholesalers may submit chargebacks in one of the following ways:
• Flat Files (.csv files)
Wholesalers may send chargebacks in the form of .csv files. You can import these
files into Oracle Channel Revenue Management by using the upload tool provided
by WebADI.

• Paper documents
Wholesalers may submit chargebacks in the form of paper documents such as paper
receipts. You can manually convert these paper documents into electronic format
and upload the data by using the upload tool provided by WebADI.
• XML Gateway
Wholesalers or distributors may send chargeback data and claims through the
Oracle XML Gateway. Oracle Channel Revenue Management supports EDI 844 and
EDI 867 formats. See the Oracle XML Gateway User's Guide for more information.
The chargeback process automatically runs, and in the meantime, you can see the
status as "Processing".
The submitted chargeback might have one or more associated chargeback lines.
Chargeback lines include transaction-related information such as Customer ID, Product
ID, Sale price and wholesaler acquisition price, Quantity of the product purchased,
Customer contract, Customer authorization, Order number and order date, and the
Differential amount (the amount charged back).
For example, a wholesaler submits a chargeback as follows:
Custome Product Sale Acquisiti Quantity Order Order Chargeb

r ID ID Price on Price Purchas No. Date ack
ed amount
A X $40 $50 100 123 Jan 1 $1000
A Y $25 $30 50 245 Jan 30 $250
B Y $20 $30 80 624 Jan 15 $800
C X $45 $50 100 254 Jan 25 $500
Here, the individual rows are the chargeback lines.

Chargeback Resubmission
After wholesalers submit chargebacks, if they wish to change information in
chargebacks that were originally submitted, they can make changes and resubmit them.
They may:
• Resubmit a transaction multiple times
A wholesaler may try to resubmit a chargeback repeatedly. If a wholesaler tries to
submit the same chargeback twice, the transaction is rejected because the
transaction lines will be duplicates. The submitter gets notified accordingly.
• Resubmit a transaction to handle corrections and disputes

Disputes may occur if wholesalers submit erroneous or incorrect chargebacks. In
such cases, the manufacturer can inform the wholesaler about the errors and
disputes, and the wholesaler can resend the transaction with corrections. During
resubmission, if the original submission has been paid, then the chargeback engine
reprocesses these lines and reverses the old accruals. The system creates new
accruals, but associates only the difference amount to the claim.
For example, Goodway submits a chargeback a transaction for $1000. You, the
manufacturer find that Goodway is eligible to chargeback only $500, and you make
a payment for $500. The chargeback engine creates accruals for $500. However,
Goodway feels that it is eligible to receive $1000 and not $500, and resubmits the
chargeback transaction with the corrected data. You accept that Goodway is eligible
to receive $1000, and make another payment for $500. The chargeback engine now
reverses the $500 accruals that were created during the first submission, and creates
new accruals for $1,000.
If the original submission has not been paid, then the submission is treated as a new
one, and amount for the corrected lines is paid.
• Resubmit the same transaction with additional chargeback lines

A wholesaler may resubmit a chargeback with added chargeback lines. In these
cases the chargeback engine processes only the new lines. If wholesalers resubmit
the same transaction with additional chargeback lines, they must explicitly flag the
lines that must be reprocessed. A combination of the wholesaler number, customer
number, order number, order or invoice date, product number, and transaction
code is used to determine whether the transaction has been processed before, and to
identify duplicate chargeback lines.
You can view chargeback lines and the associated errors, and make manual corrections
to the claim in the Chargeback Transaction Data Management page. All the transaction
data is maintained to ensure accuracy and resolve future disputes. End-customer sales
information such as product number, and price is captured and stored for reporting and
auditing capabilities. The Administrator in your organization can also implement an
option whereby you can create relationships between the end-customer and the
wholesaler.
Information regarding the end-customers such as sales, identification, product number
and price is captured and stored for reporting and auditing capabilities. These indirect
customers are created as parties and accounts in TCA. They can optionally have a
"Customer of" relationship with the wholesaler. During chargeback submission, an API
call is made to the Data Quality Management (DQM) application in TCA. Based on data
checking rules that are set up in DQM, the chargeback system finds the corresponding
party ID that has been set up in TCA. If the party does not exist, a new party will
automatically be created in TCA.
The Administrator can configure different rules in DQM. The required options must be
set in System Parameters for the chargeback system to pass to DQM different rules. See

Chargeback Validation
When a wholesaler submits chargebacks, basic chargeback validations are done out of
the box. Validation is automatically done to check if the end-customer (Bill To Party and
/ or Ship To Party) is a valid party in Oracle Trading Community Architecture (TCA).
Depending upon how Oracle Channel Revenue Management is implemented in your
organization, one or more of the following validations take place:
• Wholesaler inventory verification
The wholesaler's chargeback volume is validated against the inventory level of your
products that the wholesaler possesses. The wholesaler's inventory level may be
automatically tracked in Oracle Channel Revenue Management. This tracks quantity of
the products that a wholesaler purchases from your organization and quantity of
products that the wholesaler has sold.
If the quantity of products that the wholesaler claims to have sold is more than the
quantity of products in his inventory, then the chargeback transaction is not processed.
For example, a wholesaler submits chargeback for product X for different periods:
Order Order Date Quantity
1 March 1, 2004 10,000
2 April 20, 2004 20,000
3 May 15, 2004 10,000
Validation is done to ensure that the wholesaler had 10,000 or more in quantity for
Product X on Mar 1, 2004. Chargeback is not paid for more than 10,000 units. This
validation also ensures that the wholesaler does not charge back for a product that was
bought from a different manufacturer. Admin users can override this validation by
unchecking the 'inventory tracking' flag in the indirect sales section of system
parameters.
• Item verification
Codes and IDs that a wholesaler uses for the chargeback data (whether coming through
EDI, XML gateway or by flat files) may not correspond to the internal codes and IDs
that are used by your organization. The Administrator in your organization can map
reference information such as wholesaler's item numbers, unit of measurement,
wholesaler's end-customer number, price agreement number, to the corresponding
internal codes and IDs. These code, ID conversions can be setup at the system
parameter at a generic level or at the wholesaler's trade profile level. After the
information is mapped, whenever a wholesaler submits a chargeback transaction, the
chargeback engine automatically looks up the corresponding internal information based

on the code conversion mappings defined.
• Acquisition cost verification
A wholesaler may buy products from the manufacturer at an agreed price, and sell it at
a different price to the end-customer. When a wholesaler submits a chargeback to claim
this difference amount, validation is done to check whether this difference amount is
accurate. This is done by checking the price, which the wholesaler has originally paid
for the products that he has purchased from the manufacturer. This can be through data
in the order management System and corresponds to the last order price for the
respective products. Validation is automatically done and the calculated chargeback is
displayed. You may process the chargeback based on these calculations, or you may
change the calculated chargeback and then process it further.
• Price list verification
A price list specifies the price that must be offered to a customer. Chargeback lines refer
to the price list that is used to calculate and offer the selling price to the customer. If the
chargeback transaction does not quote any price list, then the chargeback is not
processed. However, if the chargeback line includes a price list, verifications are
automatically made to check whether the:
• Price list is valid on the invoice date indicated on the chargeback data
• Customer is specified in the chargeback, and that the sale price is valid
The market eligibility of the agreement lists all members who are eligible for the price.
Price Lists can be directly linked to an end-customer or with a buying group to which
the customer belongs.
Chargeback Tolerances
The Administrator can set thresholds limits for discrepancies in chargeback
submissions. When a wholesaler submits a chargeback transaction, the Processing
Engine checks whether the chargeback amount sent by the wholesaler matches the
amount that is calculated by your organization. If the discrepancy is within the
tolerance levels set, then the chargeback is paid. If the difference is more than the
tolerance level, then the chargeback transaction is considered as a disputed one, and is
not processed. Tolerances can be set up for individual wholesalers in their Trade
Profiles. Tolerances can also be set in System Parameters whereby the same tolerance
level will be applicable to all wholesalers who deal with your organization.
Tolerances can be set in terms of either a percentage or an amount for every chargeback
transaction (header tolerance), and every chargeback line (line tolerance) in a
chargeback transaction. Chargeback tolerances can be either:
• Positive: amount claimed by the wholesaler is more than the manufacturer's
calculation

• Negative: amount claimed by the wholesaler is less than the manufacturer's
calculation
Depending upon the implementation setups in your organization, you may override
chargeback tolerances while processing the transaction. When you override a tolerance,
the system tracks the action and keeps a record of the tolerance being overridden.
Tolerances are used as follows:
• After a wholesaler submits a chargeback transaction, chargeback lines are checked
against line tolerance.
• After all the lines are checked, the amount for all those lines which are marked as
within tolerance, are added. This amount is again checked against header tolerance.
• If the total amount is still within header tolerance, all lines that are marked as below
header tolerance will be processed. If the total amount is greater than header
tolerance, you must uncheck some of the chargeback lines to be processed even
though the lines may fall within line tolerance.
For example, in a manufacturing organization, tolerance levels are set as follows:

Header tolerance = $100 Line tolerance = $50
A wholesaler submits a chargeback transaction with three lines as shown below:
Wholesaler's claim Manufacturer's calculation Difference Amount
$300 $350 $50
$450 $550 $100
$400 $400 -NA-
$400 $600 $200
In this case, the first two lines are within line tolerance. In this case, the total of
difference amount of the lines is calculated based on only those lines that are marked
within line tolerance. This means that the wholesaler is claiming an amount less than
the manufacturer's calculation (Negative tolerance). Therefore, the batch will be
considered as disputed. However, if users in the manufacturing organization have an
option to override the tolerance level, they can override header tolerance and make
payment.
Chargeback Reconciliation
After a chargeback is validated, chargeback processing occurs based on the

implementation setups in your organization.
• The Administrator can set the option in System Parameters to accrue funds for
chargebacks. This option determines whether chargebacks will debit up front
accruals (created by offers or fully accrued budgets), or will simply calculate
payment during chargeback processing. This option enables you to forecast the
chargeback amount and accrue for it up front when sales orders are shipped to a
wholesaler.
For example, the previous year total sales of an organization was $10 million. The
organization finds that for a particular wholesaler, the chargeback total was $1
million in the previous year. It therefore estimates that about 10% of this year's sales
will again be claimed by the same wholesaler as chargebacks. To do this, the
organization creates an accrual offer, or a fully accrued budget with a rate of 10%
that gets calculated and accrued every time the wholesaler makes purchases in the
current year. This pool of accruals will be used to make payments to the wholesaler.
• The Utilized and Earned columns in the Budget increase whenever automatic
adjustments are made.
• The Paid column increases for the amount of the chargeback claim after
approval.
To accrue funds for chargeback, you can create either of the following:
• Accrual offers (Accrual offers, Volume offers, Lump sum offers, or Scan Data
offers).
• Fully Accrued Budget. While creating the budget, you must set the fully
accrued budget to "Accrue to Customers" and check the Liability flag.
After the chargeback process, when payment is initiated for the chargeback
submission, based on this option being checked, the following occur:
1. The system checks for existing accruals for these offers or fully accrued
budgets.
2. If it finds chargeback accruals, then the market and product eligibility of the
submitted chargeback transactions are matched with those of the offer.
Payment is initiated only if these conditions match.
3. If there are multiple accrual records, then the oldest accruals are paid first.
For example, the system tracks the following accrual records for a wholesaler:

Order Number Order Date Product Amount
1 September 1, 2003 Product A $100
2 September 2, 2003 Product A Product $200 $500

B
3 September 3, 2003 Product B $300
If the wholesaler submits a chargeback transaction for $250 for Product A, then
$100 is paid against Order 1, and $150 is paid against Order 2. If the wholesaler
submits a chargeback transaction for $400 for Product B, then $400 is paid
against Order 2 only.
Automatic adjustments are made if funds in the accrual offer or the fully accrued
budget are not sufficient to pay the chargeback amount. In the above example, if the
wholesaler submits a second chargeback transaction for $500 for Product A, then
because the balance accruals available for Product A is $50, an automatic
adjustment up of $450 is made before creating the chargeback payment claim
record.
However, if accruals are created by Lump sum offers with spread, then adjustments
are made only if the chargeback amount is above the total lump sum amount.
For example, a Lump sum offer with spread is created for $100 for 100 days.
Therefore an amount of $1 is accrued on a daily basis. The amount accrued on the
50th day will be $50. A wholesaler submits a claim for $100 on the 50th day of the
offer, and the payment is made even though the amount is more than what has
been accrued on the 50th day. However, if on the 60th day the wholesaler submits
another chargeback transaction for $20, then because that total payment has already
exceeded the total lump sum amount, an adjustment of $20 is made automatically.
However, if the amount claimed in the form of chargeback claims is lesser than the
amount in the accrual offer or fully accrued budget, no automatic adjustments are
made to decrease the amount in the offer or budget because additional chargeback
claims may come in the future.
For example, if the available accruals for a product are $500 and a chargeback claim
comes in for $200, no adjustments are made to decrease the available accruals.
All the claims, accruals, and adjustments that are created will have references to the
chargeback transaction and lines to enable you to make reverse adjustments if
required.
• If the option to accrue funds for chargebacks is not implemented, then the
Administrator can specify the budget source as a profile value. Accruals for the
chargebacks are created and associated on the claim payment record. The amount

for each chargeback line is posted against the budget. The Utilized and Earned
columns are increased accordingly. The Paid column gets updated after the claim is
approved.
Irrespective of the implementation setups, the budget posting contains the following
information which can be used to refer back in case of disputes:
• Wholesaler number (internal account number in TCA)
• Order number and order date
Chargeback Settlement
If chargeback validation is completed successfully, a single chargeback claim is
automatically created against the chargeback transaction. In the Chargeback Claim
page, you can view the claim that is created to settle the transaction. If there are any
disputes, the Administrator can initiate a claim for lines that are without disputes.
Chargeback earnings are automatically associated to the claim.
For example, a wholesaler submits the following chargeback claim:
Customer Product Requested Amount
A X $1,000
B X $800
A Y $200
B X $1,200
As the first step, the chargeback engine processes this transaction and posts adjustments
against the budget as follows:
Customer Product Requested Processed Budget

Amount Amount Utilization
(Earned and
Utilized)
A X $1,000 $1,000 $,000
B X $800 $800 $800
A Y $200 $200 $200

Customer Product Requested Processed Budget
Amount Amount Utilization
(Earned and
Utilized)
B X $1,200 $1,200 $1,200
As the next step, a chargeback claim is created and earnings shown in the above table
are automatically associated to claim lines. A credit memo is raised to settle the claim.
The settled claim looks as shown below along with other details such as the Claim
number, Name of the Wholesaler organization, and Credit Memo number.
Product Amount Associated Earnings
X $3,000 $1,000 $1,200 $800
Y $200 $200
If there are errors or disputed lines in the claim, they can be corrected, and the
chargeback transactions can be reprocessed. If they are reprocessed after settlement,
then a new claim is created and the previous budget adjustments are adjusted and
accounted accordingly.
The claims, accruals, and adjustments that are created have references to chargeback
transactions. This enables you to create reverse adjustments. The accrual adjustments
that are created include references to the chargeback. Claim lines are automatically
associated to the chargeback accruals. You can view details of the chargeback
submission from the claim.
After the claim is settled, the system generates a message that includes information on
adjusted lines, lines with errors, credit memo number, and claim number. Depending
upon the System Parameters setting in your organization, one of the following occurs:
• The message is automatically sent to the wholesaler
• You can manually send the message to the wholesaler by clicking Send Outbound
Messages
However, regardless of the System Parameters setting, automatic messages are sent to
wholesalers when chargeback claims are created.
Transaction data is maintained to ensure accuracy and to resolve disputes in future.

Chargeback Statuses
The following table describes the various statuses that a chargeback transaction may go
through during the chargeback processing cycle.
Chargeback Statuses
Status Description
Open The chargeback transaction has been imported and is

ready to be processed.
Disputed After the chargeback transaction has been imported, if the

information is not accurate in any of the chargeback lines,
the chargeback status appears as Disputed. You can
modify the data in the disputed lines and process them.
After you modify the data. the chargeback status changes
from Disputed to Open.
Processing and Processed After you initiate data processing, the chargeback status
changes to Processing and then to Processed. This means
that the chargeback submission has been processed
successfully and the funding budget has been updated.
You can initiate payment for the chargeback transaction
only when it is in the Processed status.
Closed The chargeback status changes to Closed after you initiate

payment for the chargeback. A claim will be automatically
created, and the claims user will receive a notification so
as to enable completion of the settlement process.
Understanding Third Party Accruals

Third party accruals supports indirect accruals for end-customers in cases of
promotional accruals and price differences. Third Party Accruals refer to the amount
that is claimed in the following situations:
• Manufacturers deal indirectly with the retailers, who are the end-customers.
Manufacturers may use third party accruals to offer incentives to promote sales to
these indirect customers.
• Manufacturers may sometimes sell directly to the retailers (end-customers). But

sometimes, when the manufacturer is out of stock, the retailers may have to buy
products from a wholesaler. As a result of this, the end-customers must be
compensated for the promotions they would have qualified for had they bought

directly from the manufacturer.
In the scenario above, a retailer buys a product for $60 from a manufacturer through a
wholesaler. The price agreement between the manufacturer and the retailer is $50 for
every unit of the product. The price agreement between the manufacturer and the
wholesaler is $100 for every unit of the product.
The manufacturer incurs a chargeback for this transaction as below:
1. Wholesaler sells products at $60 to the retailer
2. Retailer has a price agreement with the manufacturer for $50
3. Pay back to retailer equals $10
Apart from these direct accruals, some of these purchases may be eligible for accruals if
they had been directly purchased from the manufacturer. These accruals are posted
against the customers. These indirect accruals are used against future deductions from
end-customers.
Topics in this section include an overview of Third Party Accruals and the process flow.
Process Flow
The following figure illustrates the process flow for Third Party Accruals starting from
request submission to request settlement.

Process Flow for Third Party Accruals
Note: The submission and reconciliation processes, and tolerances are

the same for Third Party Accrual data and Chargeback data. This
section highlights the differences in the data processing for Third Party
Accruals. For more information on submission, validation, tolerances,
and reconciliation see Understanding Chargebacks.
Submission
Retailers may submit third party accrual requests (reimbursement requests) in the form
of delimited files such as .csv files. You can import this data to into Oracle Channel
Revenue Management by using the tool provided by WebADI, and process it further. If
retailers want to change certain information in the third party accrual requests that
were originally submitted, they can resubmit them.
Information regarding the end-customers such as sales, identification, product number
and price is captured and stored for reporting and auditing capabilities. These indirect
customers are created as parties and accounts in TCA. They can optionally have a
"Customer of" relationship with the wholesaler. During third party accrual request
submission, an API call is made to the Data Quality Management (DQM) application in
TCA. Based on data checking rules that are set up in DQM, the chargeback system finds
the corresponding party ID that has been set up in TCA. If the party does not exist, a
new party will automatically be created in TCA.
The Administrator can configure different rules in DQM. The required options must be
set in System Parameters for the chargeback system to pass to DQM different rules. See
Validation
After the third party accrual request submission is uploaded to Oracle Channel
Revenue Management, the system checks whether the retailer is a valid party in Oracle
Trading Community Architecture (TCA), and performs the following validations
automatically:
• Item verification - The codes and IDs that a retailer uses for the third party accrual
request may not correspond to the internal codes and IDs that are used by your
organization. If reference information is mapped, then whenever a wholesaler or
end-customer submits a third party accrual request, the chargeback engine
automatically looks up the corresponding internal information.

• Price list verification - Verifications are automatically made to check whether the
price list is valid on the invoice date indicated on the transaction data, and the
buying price is valid.
• Offer verification - Third party accruals are created when the customers are eligible
to receive accruals or incentives as specified in the offers that they are eligible for. If
the retailer or end-customer has submitted the request, then validation is done to
check if the end-customer is included in the market eligibility of the offer. If
wholesalers have submitted the request on behalf of the retailer, then validation is
done to check if the end-customers have been included in the market eligibility of
an offer, and the wholesaler is the payout party. An indirect sales qualifier is
available in the Market Eligibility section in offers, which restricts offers so that they
apply only to indirect sales from the POS data that is received.
If any of these validations fail, the system will not process the third party accrual
requests. Notifications are sent to the submitter.
Reconciliation and Settlement
If third party accrual request validation is successful, then the offers against which the
third party accruals are claimed, are picked up by the pricing simulations of the Third
Party Accrual concurrent process, and created as accruals against their respective
sourcing budgets. The chargeback amount for each line is posted against a budget. The
Administrator specifies the budget source as a profile value. Chargebacks are posted to
this budget. The utilized and earned amounts of the budget are increased.
A third party accrual claim is automatically created against the request transaction. If
there are any disputes regarding the third party accrual request transaction, the
Administrator can initiate a claim for lines that are without disputes. Third party
accrual request earnings are automatically associated to the claim.
Working With Chargeback and Third Party Accrual Transactions

Throughout this section, the terms "submission", and "transaction" are used for
representing both chargeback and third party accrual submissions.
Use the information in this section to:
• Import a transaction through Web ADI
• Batch Details
• View and update lines
• Accept disputed lines and process a submission
• Initiate payment for a transaction

Importing a Transaction Through WebADI
Wholesalers or retailers (in case of third party accruals) may send chargebacks or third
party accrual transactions in the form of .csv files. They may also submit the
transactions in the form of paper documents such as paper receipts. You can manually
convert these paper documents into electronic format and upload the data by using the
upload tool provided by WebADI. You can save and reuse the WEB ADI templates.
Note: You cannot upload Third Party Accrual batch from WebADI as
Third Party Accrual is not one of the options under Batch Type in
WebADI. To create Third Party Accruals, you must first upload a
tracing batch and then run the Oracle Channel Revenue Management
concurrent program OZF-TM: Third Party Accrual from Resale Table.
This program creates a third party accrual based on the resale data in
the OZF_RELASE_LINES_ALL table.
To import a transaction through WebADI, log into Oracle Channel Revenue

As a prerequisite, customers must have submitted chargeback or third party accrual
data.
Navigation: Indirect Sales Management > Chargeback > Import Batch.
1. Select Channel Revenue Management: Resale Layout from the Layout drop-down
list and click Next.
2. Select None from the Content drop-down list and click Next.
3. Review the details and click Create Document.

Wait until the Excel document is created. The Excel document that is generated
appears as a template. The document will have two regions--the header region to
enter the header information for the chargeback or third party accrual transaction;
and a region below the header region where you can enter information for the
individual lines. A transaction can have any number of lines.
4. In the header region, enter the Batch Number (this should default if you are online
and the macros are enabled ) and select a Batch Type from the Batch Type drop-
down list. Select Chargeback to create a chargeback transaction. The other options
that are available are:
Ship and Debit: To upload Special Pricing data.
Tracing: If you select this option, the data will not be processed by the chargeback
engine for validations, data conversions, or chargeback calculation. It will be used
only for indirect inventory tracking purposes.
5. Enter the other details as required in the header region.

6. In the region below the header region, complete a row each for individual lines by
entering the required details such as the end customer ( ship to party, bill to party )
details, item number, quantity, UOM, agreement name ( pricelist between the
manufacturer and the end-customer) and order details ( the order # , order date and
ship date for orders from the distributor to the end customer ). Note that the
information required will vary based on business processes. POS data mappings
and layouts need to be defined to meet specific implementation needs.
In the case where code conversion mappings have been defined, POS data needs to
include the external codes in the columns beginning with 'Orig'. In this case,
internal codes should not be used in the POS feed.
7. After entering all the information, in the Menubar, click Oracle > Upload.
A confirmation message is displayed after the document gets uploaded
successfully. If there are any errors in the document, the errors are listed at the line
level and a the batch / line related information can be corrected in the .xls before
you re upload the data
8. Click Close.
9. Navigate to Indirect Sales Management > Chargeback.

You will see the transaction with the batch number that you had assigned to it
while creating it. The transaction status appears as Open.
Batch Details
The Batch Details page displays all the essential details of a chargeback or third party
accrual submission. :
What you can do
If the status of the submission is Open or Disputed, you can do the following:
• View and Update Lines
• Accept Disputed Lines and Process a Submission
• Initiate Payment for a Transaction
If the status of the submission is Processed or Closed, you can view the lines, and view
the details of the submission such as processed lines, claims, notes, and attachments, by
clicking the respective sub tab.
Viewing and Updating Batch Lines

After uploading a transaction, you can view the associated lines, and modify them. You
can also view the associated claims, and add notes and attachments to the transaction.
Sometimes, the transaction information may not be accurate. For example, the order

number may be missing, or you may have selected a wrong pricelist. In such cases, the
lines with inaccurate information are automatically marked as disputed. The
transaction status appears as disputed if any of the lines are disputed. You can modify
the data in the disputed lines and process them.
To view and update lines in a chargeback or third party accrual transaction, log into
Oracle Channel Revenue Management.
Prerequisites
• Existing chargeback or third party accrual submissions with the status of either
Open or Disputed.
• The submissions must have associated lines.
Navigation: Indirect Sales Management > Chargeback.

1. Click the batch number corresponding to the transaction.
2. Click View Lines.

All the chargeback lines are displayed. For each chargeback line, you can see details
such as the Dispute Code, Transfer Type, Invoice Date, Invoice Number and so on.
Note: You can personalize the chargeback batch lines view to

display specific columns on the screen. Click Personalize to
personalize the chargeback lines view.
3. If any of the lines are disputed, you can optionally add dispute codes to them. You
can also edit the other fields as required.
4. Click Apply to save the changes that you have made.
5. Optionally, to view only the processed lines or only the disputed links, click the
Processed Lines or Disputed Lines sub tabs respectively.
6. Optionally, click the Claims sub tab to view the claims that are associated with the
chargeback transaction.
7. Optionally, use the Notes sub tab to view existing notes, or to add new notes to the
chargeback transaction.
8. Optionally, use the Attachments sub tab to add attachments to the chargeback or
third party accrual transaction.
Processing a Submission
After you have verified that all the lines are accurate, you can process a chargeback or
third party accrual submission. If there are any disputed lines, you can accept them, and

process the submission. The associated budget gets updated accordingly.
To process a chargeback or third party accrual transaction, log into Oracle Channel
As a prerequisite, existing submissions with the status of either Open or Disputed.
1. Click the batch number corresponding to the transaction.
2. If the transaction has any disputed lines, you must first accept the disputed lines:
1. Click View Lines. All lines are displayed. The disputed lines are highlighted.
2. Click either Accept Claimed Amount or Accept Calculated Amount.

Claimed Amount is the amount that the customer has claimed. Calculated
Amount is the amount that you owe the customer as calculated by the system
based on the chargeback engine validations. After you accept either amount,
the chargeback lines will no longer be considered as disputed. The chargeback
status changes from Disputed to Open. Note that you need to select the specific
lines for which you plan to accept the calculated or the claimed amounts for
processing.
Note: The Process button will not appear after you accept the
disputed lines. To process the transaction after accepting the
disputed lines, you must navigate back to the Chargeback
Summary page and reselect the transaction.
3. If a transaction does not have any disputed lines, click Process to process the
transaction.
The transaction status first changes to Processing and then to Processed. The
Utilized column in the associated budget gets updated accordingly. You can review
the budget by navigating to Budget > Budgets, and selecting the associated Budget.
Initiating Payment for a Transaction

You can initiate payment for a chargeback or third party accrual transaction after it has
been processed successfully.
To initiate payment for a chargeback or third party accrual transaction, log into Oracle
Channel Revenue Management as Oracle Trade Management Super User.
As a prerequisite, a transaction in the Processed status should exist.
Notes:

Click the batch number corresponding to the transaction, and click Initiate Payment.
The transaction status changes to Closed, and a notification is sent to the claims user.
Indirect Inventory Tracking

Wholesalers may buy a number of products from your organization and store it as
inventory. Wholesalers' inventory levels can be automatically tracked in Oracle Channel
Revenue Management. This information is displayed at the Account Level in the User
Interface. You can track the quantity of products that wholesalers have purchased from
your organization and the quantity of products that they have sold.
Note: The inventory changes are reflected in the UI based on the

concurrent job 'Refresh Materialized Views for Inventory Summary' .
Note that the Time Structures need to be defined prior to running the
refresh programs.
The inventory level (in quantity) for a wholesaler is tracked as follows:

• Beginning Inventory
The Administrator in your organization can set the period starting from when it
would like to track the wholesalers' inventory levels. The starting period can be set
only once for each wholesaler. Thereafter, the system automatically calculates the
beginning inventory levels for the next period.
• Inventory In
Inventory In stores information of all sales data and orders placed by the
wholesaler. It includes details of all products that the wholesaler purchases from
the manufacturer. This data is extracted from Oracle Order Management and gets
automatically updated. Based on the setups in your organization, the sales data can
be converted to a common unit of measurement for products.
• Inventory Out
Inventory Out stores information of all the indirect sales data that the wholesaler
submits as a part of chargeback submission. It also stores information of sales
orders with the source code of OM that are returned to the wholesaler.
• Adjustments
You can manually and periodically adjust inventory levels based on validations
from the wholesaler. You can adjust inventory levels only if you have the required
access and responsibility. Adjustments can be either positive or negative.
Adjustments are tracked and stored with information on the adjusted quantity,
adjusted period, adjusted user, adjusted date, adjustment reason.
• Ending Inventory

Ending Inventory provides information on a wholesaler's existing inventory levels
at any point of time.
Ending Inventory = Beginning Inventory + Inventory In - Inventory Out +
Adjustments
Adjusting Indirect Inventory

To view and adjust indirect inventory, log into Oracle Channel Revenue Management
as Oracle Trade Management Super User.
Navigation: Indirect Sales Management > Inventory Tracking > Adjust.
Notes:
• Adjustment Date: This is the date from which the adjustment will be effective.
• Adjustment Quantity: Enter a positive value to increase the inventory levels, or a

negative value to decrease the inventory levels.
Inventory Summary
The Inventory Summary page displays all the essential inventory information of the
selected customer organization. You can view details such as the customer number,
start period, the products in the customer's inventory, and so on. See About Indirect
Inventory Tracking for more information on the columns that are displayed. You can
also adjust the customer's inventory level by clicking Adjust.
The Saved Search drop-down list on the Inventory Tracking page contains saved
searches and the following predefined options: All Years, Current Year, Current Year +
1 Prior Year, Current Year + 2 Prior Years, and Prior Year.
Inventory Search
Use the Inventory Tracking page to perform simple and advanced searches for
inventory. From this page you can save and name your search for later use. Click
Simple Search to search for a customer, product category, product, start period, or end
period. Click Advanced Search to enhance your search criteria. Click Adjust to adjust
the customer's inventory level.
For numeric fields, the default search operator is equal to. For text fields, the default
search operator is starts with. For example, if you enter ABC in the Customer field and
then you perform a search, the results include all customer names that start with ABC,
such as ABC, ABC Corporation, ABC International, and so on.
If you specify multiple criteria, the search engine uses the and condition and displays
results for which all the criteria are met. For example:
• If you enter Audio in the Product Category field and select 10-Mar-2017 in the Start
Period field, the search results include all customers that have products in the

Audio product category, and the corresponding quantity of items present in their
inventory from 10-Mar-2017 to the current date.
• If you select Hardware, Computer, and Laptop in the Item Category field, the
search results include any item that is present in all three item categories.
For the Start Period and End Period fields in the Inventory Tracking page or the
Personalize page, the search operator is always is. You can set Start Period and End
Period as search fields multiple times. However, only the values you specify for the last
selected Start Period and End Period are used in the search.
Special Pricing Requests and Soft Funds

Special Pricing and Fund Requests are features in Oracle Channel Revenue
Management that are also available in Oracle Partner Management. Special pricing
enables partners (wholesaler organizations) to request the vendor organization
(manufacturers) for a special price or discount to sell products that they have not been
able to move, or to win a deal for a specific end customer, or to meet a competitor's
price. Fund Requests enables partners to request the vendor for a budget to execute
sales activities such as campaigns to promote the manufacturer's products. In other
words the vendor requests for funds to execute trade promotion activities on behalf of
the partner or the manufacturer.
Information in this section will enable you to understand and work with Special Pricing
and Funds Request. For more information on these concepts, see the Oracle Partner
Management Vendor User Guide.
Understanding Special Pricing

Special Pricing enables manufacturers (vendors) to streamline and automate the process
by which retailers (partners) request discounts on high-volume, competitive sales deals.
When a partner requires assistance to complete a sale in terms of pricing, they request
you for a discount or a special price. A partner may also face competition from a
competitor and can request you for a discount to win the customer. Information in this
section will enable you to understand the Special Pricing process flow, and work with
Special Pricing requests.
Process Flow
The following figure illustrates the special pricing process flow, starting from special
pricing request submission to claim settlement.

Process Flow for Special Pricing
Special Pricing Request Submission

Partners or wholesalers request for a special price or discounts on competitive sales
deals, specific end-customer deals, and on inventory that they have not been able to sell.
Approval
After an approver is notified of a special pricing request, the approver logs into the
system, checks information on the request and either approves or declines the request.
The status of the request changes accordingly. If any information is missing, the
approver can decline the request. The partner may provide the missing information and
resubmit the request.
Offer Creation
After the special pricing request is approved, an Accrual offer, an Off-invoice or Scan
Data offer is generated and the system creates a budget request to source funds to
reimburse the partner.
The type of offers created and whether resultant accruals are created upfront and then
adjusted against point-of-sale data or created as point-of-sale data is received is based
on the following criteria.
• Your setting for the OZF: Create Accrual on POS Receipt profile option
• If you choose to use existing inventory (ship from stock) or new inventory to ship
the offer order.
If you enable the Ship from Stock check box when creating the special pricing request
and set the OZF: Create Accrual on POS Receipt profile to No or to the default blank
value, the system creates a scan data offer with accruals upfront and adjusts accrual
earnings against point-of-sale data as the data is received, validated, and processed.
If you enable the Ship from Stock check box when creating the special pricing request
and you set the OZF: Create Accrual on POS Receipt profile to Yes, the system creates
an accrual offer and creates accrual earnings against point-of-sale data as the data is
received, validated, and processed.
If you disable the Ship from Stock check box when creating the special pricing request,
the system creates an off-invoice offer and applies this to direct sales.
Offer Sourcing
The offer sources funds from a budget in Oracle Channel Revenue Management after
the budget request is approved, a notification is sent to the submitter notifying them of

the approval.
Claim Creation and Settlement
After a sale is completed at the discounted price, the partner can submit a claim to
collect payment. They can provide you the proof of sale and when you approve the
request, an offer is generated.
Partners can submit claims either manually, online or through a POS file (Point-of-Sale
file). Your settings for the OZF: Create Accrual on POS Receipt and the OZF: Auto
Claim creation for POS profile options, as well as whether you choose to ship from the
existing inventory or from new inventory for the offer determines if claim creation and
settlement is automatic or manual.
• Automatic claim creation and settlement – In this case, accruals are created as point
of sales data is received and validated and claims on these accruals created and
submitted for approval and settlement.
• Enable Ship from Stock check box when creating the special pricing request
• Set the OZF: Create Accrual on POS Receipt profile to Yes
• Set the OZF: Auto Claim creation for POS profile to Yes
• Manual claim creation and settlement as needed – In this case, you can manually
create claims and associate earnings or initiate payments for approved special
pricing request batches
• Enable Ship from Stock check box when creating the special pricing request
• Set the OZF: Create Accrual on POS Receipt profile to Yes
• Set the OZF: Auto Claim creation for POS profile to No
The claim is processed in Oracle Accounts Receivable Deductions and Settlement and
the partner gets paid through check or on-account credit.
Special Pricing Request Submission

Partners can submit special pricing requests in two scenarios.
• Existing inventory: When a partner has already bought products and wants a
discount for previous purchases. When they request for a special price or discount,
and you approve it, they can proceed to make the sale to end-customers and claim
the discounted amount by providing you the proof of sale.
• New inventory: When a partner requests a special price or discount for a new
purchase and you approve it, they must book an order with you and further
proceed to make the sale to the end-customer. After they complete the sale, they can
provide the proof of sale to you and claim the discounted amount. You can either

let the amount accrue or give it off the invoice.
Partners can make the following types of requests:

• Blanket Request: When partners have inventory in the warehouse and have not
been able to sell it, they can ask for a discount to clear the unsold inventory.
• Bid Request: When partners want to win a deal for specific customers. In this case
the end customer needs to be specified.
• Meet Competitor Quote: When partners want to match a competitor's price, they
can ask you to reduce the price to complete a sale. In this case competitor
information can be tracked.
Special Pricing Request Approval

After the approver in Oracle Partner Management receives notifications of the special
pricing request, the approver checks information on the request and approves or
declines the request. If it is a Meet Competitor Quote or Bid Request, the approver
checks if there are existing requests from the same customer. If a request exists, then the
new requests (incoming request with the existing request) are linked.
After a special pricing request has been approved, budget requests are routed to the
appropriate budget approvers (as defined in the approval process associated with the
request). Before a special pricing request is approved, a default budget request is
generated. If you are the approver, you can source the budget from one or many
budgets. You can also drill into the budget tab and change the source of the budget.
If the Special Pricing Request approver does not specify the budget sourcing options
during approval, the system automatically generates a default budget request. The
approver can decide whether to use it or change it. This streamlines the approval
process. If the approver specifies the budget sourcing options, the system generates
budget requests based on the approver's changes.
The budgets can be approved manually or automatically. If the Auto-approval feature
is set in Oracle Channel Revenue Management, budgets can be approved automatically.
Offer Creation and Sourcing

After the special pricing request is approved, one of the following offers is created. The
type of offer that is created and how accruals are created depend on the following
criteria.
• For Scan Data offer creation and upfront accruals,
• Enable the Ship from Stock check box when creating the special pricing request.
This means that existing inventory is used for the offer order.
• Set the OZF: Create Accrual on POS Receipt profile to No or the default blank

value. This ensures that accrual earnings that are created based on forecast are
adjusted against the point of sales data as the data is received, validated, and
processed.
• For Accrual offer creation and accruals on receipt of POS data,

• Enable the Ship from Stock check box when creating the special pricing request
• Set the OZF: Create Accrual on POS Receipt profile to Yes. This ensures that
accrual earnings are created against the point of sales data as the data is
received, validated, and processed.
When a budget request is approved,an Accrual offer is generated and applied when the
partner makes a sale from new inventory.
When the partner makes a sale from new inventory, a unique offer number will be
generated and displayed in the user interface. When requests are approved with Off-
invoice offers, this offer number can be used while placing orders. When the partner
makes a sale from existing inventory, the offer number is the same as the agreement
number displayed in the user interface.
Special Pricing Request Settlement

After a sale is completed at a discounted price, the partner may claim the amount either
by submitting a claim, or by short paying an invoice. These claims and deductions are
settled through Oracle Accounts Receivable Deductions Settlement. To settle these
claims automatically without any manual intervention, set the OZF: Auto Claim
Creation For POS profile to Yes. If you set this profile to No, you must manually create
the claim and settle it. Note that the Special Pricing requests are now striped by Org.
When partners submit claims, they can provide the proof of sale. Partners can submit
claims either manually, online or through a POS file (Point of Sale file) in one of the
following ways:
• E-mail or fax: When partner submits a claim through e-mail or fax, the special
pricing user can look up the request and approve or decline the claim. This is a
manual process and data will need to be uploaded into the system to enable data
processing.
• Online: When the claim is submitted online, the system notifies the claim approver
who reviews the claim and approves or declines the claim.
• As a POS file: Each POS file has a type of either Chargeback or Special Pricing. If the
POS file is of type Special Pricing, claims are automatically generated from the
claim data included within the POS file.
If the claim request is approved, a claim is automatically created in Oracle Accounts

Receivable Deductions Settlement. If the partner short pays an invoice, then it is treated
as a deduction. If you set the OZF: Auto Claim Creation For POS profile to Yes , claims

are settled automatically. You can make payments either in the form of a cheque or an
on-account credit. For more details on claims and claim settlement methods, see the
Oracle Accounts Receivable Deductions Settlement Implementation Guide.
After the claim requests are settled, the committed, utilized, and earned columns in the
budget get updated accordingly. Budget checkbook view gives you the exact status of
the funds at any point of time. This also depends on the execution of the Funds Accrual
Engine. You can view all the special pricing offers that are associated with the budget
by drilling down the paid columns in the budget. See the Budgets chapter for more
details.
Special Pricing Request Statuses

Special pricing request statuses enable you to know the exact status of a special pricing
request. The following table describes the various statuses that a special pricing request
may go through.
Special Pricing Request Statuses
Status Description
Draft A request has been created but has not yet been submitted for
approval. A request in the Draft status can be edited.
Pending Approval The request has been submitted for approval. From Pending
Approval, the status may change to either Declined or Approved. You
cannot modify the information in the request after you submit it for
approval.
Approved The status changes to Approved if all the approvers approve the
request.
Declined The status changes to Declined if either the special pricing approver
or the budget approver declines the request.
Archived This means that the request has been archived.
Cancelled The status appears as Cancelled if the request has been cancelled.
Understanding Soft Funds

The Funds Request functionality enables vendors to set aside funds to support the trade
promotion activities of a partner. By assisting partners financially, a partner remains
motivated and this also helps in building loyalty. The vendor can provide funds for
specific time periods and base it on fiscal periods of their organization. Information in

this section will enable you to understand the funds request process flow. It also
describes the various statuses that a soft fund request can go through.
The following figure illustrates the soft fund process flow, starting from soft fund
request submission to claim settlement.
Process Flow for Funds Request
Funds Request Submission

A partner requests for funds request to execute certain trade promotion activities on
behalf of the vendor.
Fund Request Approval
When partners submit soft fund requests, they must first be approved by the vendor
approver. Approvers are internal employees or vendors that are defined in AME. They
are notified based on rules defined in AME. When the approver receives a fund request
notification, they review the request and check for duplicate requests. The approver
may either accept or decline the request.
If it is a valid request, the vendor approver checks whether the requested fund amount
is feasible or not. If it is not feasible, or if the approver requires extra information to be
able to approve the request, the approver returns the request and asks the partner to
provide additional information. When the partner resubmits the request after providing
the additional information required by the vendor, the request is routed to the first level
approver defined in Oracle Approval Management. If the fund request is approved, a
budget request is submitted to source funds from a budget in Oracle Channel Revenue
Management.
Budget Sourcing
After the vendor approver approves the fund request, the soft fund sources funds from
a budget in Oracle Channel Revenue Management. The budget source is specified as a
profile value and the system creates a budget request to source funds from this budget.
If the Auto-approval option is set, then the budget request is automatically approved. If
the Auto-approval option is not set, then the request is routed to the budget approver.
The budget approver reviews the budget request and may approve or decline the
request. If the budget approver approves the request, a notification is sent to submitter
notifying them of the approval.
After the budget request is approved and the partner has executed the desired activity,

they can submit a claim to redeem the funds. They can specify the actual amount spent
on the activity and the amount claimed for the activity. When the vendors submit
claims, the system notifies the claim approver in Oracle Channel Revenue Management.
The claims approval flow begins and the claims approver verifies the claim information
and approves the request. If Autopay has been implemented, then the partner or the
wholesaler will be paid automatically; otherwise, you, the claims user can manually
settle the claims by associating earnings and choosing a payment method. You can pay
the partner either through on-account credit memo, or by check.
After the claims are settled, the committed, utilized, and earned columns in the budget
get updated accordingly. The budget checkbook view gives you the exact status of the
funds at any point of time. You can view all the soft fund requests that are associated
with the budget by drilling down the paid columns in the budget. See the Budgets
chapter for more details.
Process Flow
The following figure illustrates the soft fund process flow, starting from soft fund
request submission to claim settlement.
Process Flow for Funds Request
Funds Request Submission

A partner requests for funds request to execute certain trade promotion activities on
behalf of the vendor.
Fund Request Approval
When partners submit soft fund requests, they must first be approved by the vendor
approver. Approvers are internal employees or vendors that are defined in AME. They
are notified based on rules defined in AME. When the approver receives a fund request
notification, they review the request and check for duplicate requests. The approver
may either accept or decline the request.
If it is a valid request, the vendor approver checks whether the requested fund amount
is feasible or not. If it is not feasible, or if the approver requires extra information to be
able to approve the request, the approver returns the request and asks the partner to
provide additional information. When the partner resubmits the request after providing
the additional information required by the vendor, the request is routed to the first level
approver defined in Oracle Approval Management. If the fund request is approved, a
budget request is submitted to source funds from a budget in Oracle Channel Revenue
Management.

Budget Sourcing
After the vendor approver approves the fund request, the soft fund sources funds from
a budget in Oracle Channel Revenue Management. The budget source is specified as a
profile value and the system creates a budget request to source funds from this budget.
If the Auto-approval option is set, then the budget request is automatically approved. If
the Auto-approval option is not set, then the request is routed to the budget approver.
The budget approver reviews the budget request and may approve or decline the
request. If the budget approver approves the request, a notification is sent to submitter
notifying them of the approval.
After the budget request is approved and the partner has executed the desired activity,
they can submit a claim to redeem the funds. They can specify the actual amount spent
on the activity and the amount claimed for the activity. When the vendors submit
claims, the system notifies the claim approver in Oracle Channel Revenue Management.
The claims approval flow begins and the claims approver verifies the claim information
and approves the request. If you set the OZF: Auto Claim Creation For POS profile to
Yes, then the partner or the wholesaler will be paid automatically; else, you, the claims
user can manually settle the claims by associating earnings and choosing a payment
method. You can pay the partner either through on-account credit memo, or by check.
After the claims are settled, the committed, utilized, and earned columns in the budget
get updated accordingly. The budget checkbook view gives you the exact status of the
funds at any point of time. You can view all the soft fund requests that are associated
with the budget by drilling down the paid columns in the budget. See the Budgets
chapter for more details.
Fund Requests Statuses

Fund Request statuses enable you to know the exact status of a soft fund request. The
following table describes the various statuses that a soft fund request may go through.
Fund Request Statuses
Status Description
Draft A request has been created but has not yet been submitted for
approval. A request in the Draft status can be edited.
Pending Approval The request has been submitted for approval. From Pending Approval,
the status may change to either Declined or Approved. You cannot
modify the information in the request after you submit it for approval.

Status Description
Returned The request has been returned by approver asking for additional
information.
Return Request Request has been returned when information or collateral is missing
and the return reason is Collateral Submission Required.
Approved The status changes to Approved if all the approvers approve the
request.
Declined The status changes to Declined if either the special pricing approver or
the budget approver declines the request.
Archived This means that the request has been archived.
Closed The status appears as Closed if the request has been archived after "x"
days. The date is greater that the waiting period that is specified in the
system profile. The status gets changed to Closed after "x" days by
running a concurrent program.
Deleted The status appears as Cancelled if the request has been cancelled.
Void The status appears as Void if the request has been cancelled by a
vendor super user in the vendor or wholesaler organization.
Cancelled The status changes to Cancelled if a super user cancels the request
when it is invalid.
Working with Special Pricing Requests and Soft Funds

Use the information in this section to:
• Create and submit a Special Pricing or a Soft Fund request, page 7-36
• View and edit Special Pricing request details, page 7-36
• Approve, reject, or reassign a Special Pricing or a Soft Fund request, page 7-38
• Approve a budget request for Special Pricing or Funds request, page 7-38
• Submit a Special Pricing request or Soft Fund request claim, page 7-39
• Settle a Special Pricing or a Soft Fund Claim, page 7-39

• View claims and budgets associated with a Special Pricing or a Funds Request, page
7-39
Creating and Submitting a Special Pricing Request

Special Pricing requests can be created in Oracle Partner Management and also from
Oracle Channel Rebate and Point-of-Sale Management.
To create a special pricing request from Oracle Channel Rebate and Point-of-Sale
Management, log into Oracle Channel Revenue Management as Oracle Trade
Management User.
Navigation: Indirect Sales Management > Special Pricing Request > Create.
Notes:
• Requester's Name: Enter the name of the contact person in the wholesaler
organization.
• Ship From Stock check box: This check box determines whether you will make the
sale from new inventory or from the existing inventory.
• End Customer: Enter the name of the customer to whom the wholesaler intends to
sell the products.
• Products: Enter the details of the products for which you would like to request for a
special price or discount. Complete a row for each product.
After you submit the request for approval, the status changes to Pending Approval. The
special pricing request approver receives a workflow notification.
Note: The special pricing request does not require approval if you are
the creator and approver according to the special pricing request
approval rules.
Viewing and Editing Special Pricing Request Details

After creating or uploading a special pricing request, you can view the information
associated with the request and modify the data.
To view and update special pricing request details, Log into Oracle Channel Revenue
As a prerequisite, a special pricing request in the Draft status should exist.
Navigation: Indirect Sales Management > Special Pricing Request.
Notes:
Click the Details icon corresponding to the special pricing request and modify the data
as required. You can also add new notes or attachments by using the respective sub

tabs.
Creating and Submitting a Fund Request

Special Pricing requests can be created in Oracle Partner Management and also from
Oracle Channel Revenue Management.
To create a funds request on behalf of a partner or a wholesaler, log into Oracle Channel
Navigation: Trade Planning > Soft Fund Requests > Create Request.
Notes:
• Partner: Select the wholesaler or distributor organization for whom you are creating
the special pricing request.
• Requestor's Name: Select the contact person in the wholesaler organization.
• Activity: This field determines the activity that will be carried out with the fund.
• Partner Contribution: If the partner is contributing towards the fund, then enter the
partner's contribution.
• Ship From Stock: This check box determines whether you will make the sale from
new inventory or from the existing inventory.
• Expense Breakdown: This is the breakdown of expenses for the trade promotion
activity. The 'Total' and 'Requested Amount' are amounts that will be utilized for an
activity.
• Performance Objectives: This is the outcome that is expected for an activity. This
information will enable you to measure the success of your trade promotion
expenditure.
• Products: These are the products that will be promoted by the trade promotion
activity.
• Geography region: These are the geographical regions where the trade promotion
activity will be executed.
After you submit the request for approval, the status changes to Pending Approval. The
special pricing request approver receives a workflow notification.
Note: The soft fund request status does not require approval if you are
the creator and approver according to the approval rules.

Viewing and Editing Fund Request Details
After creating or uploading a special pricing request, you can view the information
associated with the request and modify the data.
To view and update special pricing request details, log into Oracle Channel Revenue
As a prerequisite, a special pricing request in the Draft status should exist.
Navigation: Trade Planning > Soft Fund Requests.
Notes:
Click the Details icon corresponding to the soft fund request, and make the required
changes.
Approving or Reassigning Special Pricing or Fund Requests

If you are the approver for a special pricing request or a soft fund request, then you will
receive workflow notifications whenever a request is submitted for approval.
Use the following high-level procedure to accept, reject, or reassign a request.
Log into Oracle Channel Revenue Management as Oracle Trade Management User.
Navigation:
• Navigate to Indirect Sales Management > Special Pricing Request to approve, reject
or resign a special pricing request.
• Navigate to Trade Planning > Soft Fund Requests to approve, reject or resign a soft
fund request.
Notes:
Click the Details icon corresponding to the special pricing request or soft fund request,
and approve, decline, or reassign the request as appropriate.
Approving Requested Special Pricing or Soft Fund Budget

After a special pricing request has been approved by the special pricing request
approver, an off-invoice offer or an accrual offer is generated in the background. These
offers must source funds from a budget to offer the discounts or the special price. Even
in case of soft fund requests, funds must be sourced from an existing budget. The
budget sourcing options for special pricing requests and soft fund requests are specified
in System Parameters. If you are the owner of the budget that will fund these requests,
then you will receive notifications if the Auto-approval feature is not set.
To approve a budget request for a special pricing or a funds request, Oracle Channel
As a prerequisite, an approved special pricing request or a funds request must exist.

Notes:
From the list of open notifications, select the appropriate notification, and click
Approve.
Submitting a Special Pricing Request or Fund Request Claim

If you have appropriate permissions you can submit claims on behalf of partners, to get
reimbursed for the discounted amount.
To submit a special pricing or soft fund request claim, log into Oracle Channel Revenue
As a prerequisite, approved special pricing or soft fund requests should exist.
Navigation:
• Navigate to Indirect Sales Management > Special Pricing Requests to submit a
special pricing request claim.
• Navigate to Trade Planning > Soft Fund Requests to submit a soft fund request
claim
Click the Submit Claim icon corresponding to the special pricing or soft fund request
for which you would like to submit the claim.
Notes: Soft Fund Requests
• Expense Breakdown: Enter the amount spent for each activity. This gives a
breakdown view of how and what exactly the funds have been spent for.
Settling a Special Pricing or a Fund Request Claim

After special pricing or soft fund claims are submitted, these claims are treated as all the
other claims in Oracle Channel Revenue Management. If you are the claims user who is
responsible for settling claims that are related to special pricing or funds request, then
you must settle these claims from the Claims tab. Check and On-account credit memo
are the two settlement methods that are available for special pricing and soft fund
claims.
For the detailed procedures on how to settle claims with a check or a credit memo, see
the Claims chapter.
Viewing Claims and Budgets Associated With a Special Pricing or a Funds Request
To view claims and budgets that are associated with a special pricing request or a soft
fund request, log into Oracle Channel Revenue Management as Oracle Trade
Management User.
Prerequisites:

• To view the associated budget, the special pricing request or funds request must
have been submitted for approval.
• To view the associated claims, claims must have been created for the special pricing
request or the soft fund request.
Navigation:
• Navigate to Indirect Sales Management > Special Pricing Request to view the view
the budgets and claims that are associated with a special pricing request.
• Navigate to Trade Planning > Soft Fund Requests to view the budgets and claims
that are associated with a soft fund request.
Click the Details icon corresponding to the special pricing request or soft fund request
you would like to access.
Notes:
• Claims: Claims that have been created to settle the request are displayed here.
• Budgets: Budgets from which funds have been sourced for the request are
displayed.
Deduplicating Customer Data

DQM approval is not required to happen during the approval of a special pricing
request. It can happen at any time after approval of the special pricing request. The
DQM approver can complete the DQM process by linking into the Special Pricing
Requests area and performing a search on all requests that have not had DQM run. The
DQM approver can choose to create a new end-customer or reseller account or use an
existing account.
When a request is created, the end-customer name and reseller entered can be matched
to an existing record in TCA.
If a duplicate record exists, the approver selects the existing end-customer or reseller or
creates a new record and the system links the selected or newly created end-customer
or reseller with the request. If a duplicate record does not exist, the approver creates a
new record.
Use this procedure to check for existing end-customer or reseller records in TCA and to
link the special pricing request to an existing TCA record or create a new one.
Prerequisites
None.
Steps
1. Log in as the vendor DQM Approver and navigate to Message Center Link >

Message Center page. To be a DQM approver, you need to have the appropriate
permission.
2. Click the hyperlink for a special pricing request. Potential duplicates are displayed.
3. If you find a duplicate end-customer or reseller, select the record and click Merge.
4. If you do not find a duplicate end-customer or reseller, click Create New

Organization. The system will create a new record using the information hat you
enter in the customer fields.
Referrals
Referral Management is a feature that is available in Oracle Partner Management
whereby the partner (retailer or wholesaler) refers a business prospect, lead, or an
opportunity to a vendor (manufacturer). If the referral results in an order, the partner
can claim incentive for the referral. Wfhen partners claim incentives, offers and claims
are automatically generated in Oracle Channel Revenue Management, and these claims
are settled by the claims user. For more information on Referral Management, see Oracle
Partner Management Vendor User Guide.
Process Flow
The following figure illustrates the process flow for referrals, starting from referral
submission to claim settlement.
Process Flow for Referrals
Submission
A partner submits a referral. Alternately, the vendor can also submit referrals on behalf
of a partner. After a referral is submitted, it has to be approved by the appropriate
person. If it is approved, a lead is created in the system. If it is rejected, the partner is
notified accordingly.
Referral Validation and Approval
The approver reviews the referral, searches for duplicate referrals, and approves or
declines the referral. Before approving the referral, the approver checks if the referral
matches any existing referral, lead, opportunity, and contact.
Lead-Opportunity Conversion and Offer Creation

If the lead is converted to an opportunity and the opportunity results in an order, an
offer is generated in Oracle Channel Revenue Management.
If a partner's referral results in orders in the system, they have to be compensated for
the same. Whenever a referral results in a successful order, the partner accrues
incentives accordingly. These accruals are accumulated in the partner's account. This
offer sources funds from a budget. The Administrator specifies the budget source as a
profile value. Accruals that are claimed by the partner are posted for orders that are
placed and shipped. A claim is automatically created in Oracle Channel Revenue
Management after shipments for the order are complete. The claim is routed to the
claims user who views the claim and adjusts the claim amount if necessary. The
compensation is posted to the partner for acceptance. If the partner accepts the claim,
the claim is processed further and settled.

8
Account Manager Dashboard

• Overview
• Account Manager Flow
• Account Manager Components
• Using the Account Manager Dashboard
• Offer Evaluator and Offer Worksheet
• Quota Allocation
• Account Planning
Overview
This chapter provides an overview of the Account Manager Dashboard and explains
how to use the Account Manager Dashboard features. It includes information on:
• The process flow for Account Manager Dashboard
• Account Manager Dashboard regions
• Offer Evaluator and Offer Worksheet
• Target allocation
• Account planning
Account Manager Flow

Trade planning involves planning the sales activities, and organizing resources to meet
the sales objectives. It includes sales forecasting, analyzing business information,
allocating targets, managing sales performance, and responding proactively to
Account Manager Dashboard 8-1

changing business scenarios and conditions, to help maximize sales volumes.
Organizations face many challenges due to changing customer demands and dynamic
business conditions. Trade plans are affected by untested promotional plans, unrealistic
targets, and unproven goals and objectives.
You can use Account Manager Dashboard, an integrated planning tool in Oracle
Channel Revenue Management, to plan and monitor the execution for trade activities.
The Dashboard provides solutions to achieve everyday sales objectives, enabling you to:
• View historical sales information, forecast sales, and calculate the return on
investments
• View sales targets and monitor sales performance
• View reports and statistics that give an overall view of the sales activities of the
organization
• Create and evaluate offers to promote sales and achieve the desired return on
investments
• Collect information on the sales performance of competitors' products, and view the
relevant trends and reports
Account Manager Components

The following figure shows the Account Manager Dashboard process flow.
Process Flow for Account Manager Dashboard
Quota Allocation
During the Quota Allocation, Sales Management allocate sales targets (by territories or
products) to individual Sales Representatives of different regions and territories. The
allocation is based on either the currency amount or product quantity.
Target Allocation
In Target Allocation the program automatically reallocates the Sales Representatives'
sales target to their customer accounts and sites. Sales Representatives can view the
target allocation by logging into the Account Manager Dashboard.

Account Planning
Based on the target allocation, the program automatically creates Account plans for
each customer account. An account plan provides an overall view of the activities such
as trade promotions, outstanding claims, competitive products, and all other activities
that are related to the customer account.
Offer Creation and Execution

Use the Offer Evaluator and Offer Worksheet Summary to evaluate and create offers.
First, use Offer Evaluator to search for an offer that fits specified criteria then copy the
retrieved offer as an Offer Worksheet. You can use this Offer Worksheet to create new
offers. When you create an offer from the Offer Worksheet, you can apply the following
operations to the offer:
• Use the Discount Calculator to obtain a discount recommendation.
• Enter the performance requirements for the offer.
• Create an offer forecast.
Performance Tracking
Dashboard alerts are automatically raised whenever the sales performance is not
according to the plan and expectations. During the target allocation and after the offer
creation process, you can specify different graph parameters, view sales performance
graphs, and analyze sales performance. Additionally, you can select one or more offers
or campaigns, display them in the form of Gantt Charts and analyze them.
Retail Execution Monitoring

You can monitor the retail price information of products for each customer account.
You can also monitor the performance and price changes of the competitive products in
the market.
Using the Account Manager Dashboard

Account Manager Dashboard serves as a starting point for the trade planning activities
in an organization. The Dashboard displays relevant links to the applications and
information required to perform Trade Planning activities. The Account Manager
Dashboard includes account, product and performance based reports that you can use
to plan and evaluate performance based on allocated targets. You can access tools such
as the Offer Evaluator and Offer Worksheet to create and evaluate offers to fetch the
desired return on investments. You can also display the offers in the form of Gantt
charts as well as perform retail performance capture activities.

• Understand Account Manager Dashboard regions
• Understand trade planning thresholds
• Capture retail pricing information
• View Budget Summary and Claim Summary reports
• Personalize My Accounts and My Products regions
For detailed information on any of the profile options or concurrent programs listed in
this section, refer to the Oracle Channel Revenue Management Implementation Guide.
Personalizing the Dashboard and Related Links

You can personalize the Account Manager Dashboard in Oracle Channel Revenue
Management according to your business requirements.
Prerequisites: Run the concurrent program Refresh Account Manager Dashboard to
refresh the data on the dashboard.
1. Log in with Account Manager responsibility.
2. Click on Account Manager Dashboard.
3. Click on Personalize Page to access the Personalize Page: Dashboard where you can
reorder links, add additional links, or hide links.
You can personalize the Related Links section on the Account Manager Dashboard
using the Personalize link at the top of the Related Links region. You can reorder links,
hide links or add new links.
Note: This standard OA personalization capability.
Account Manager Dashboard Regions

The following sections describe each of the regions that you can see when you log into
the Account Manager Dashboard.Key Performance Indicators
The Key Performance Indicators (KPI) region displays the overall product-specific total
target number The target numbers that appear here are based on the target allocations
that have been created by the Sales Management.
To personalize your indicators click on the Personalize Key Performance Indicators link.
Sales Performance
This area of the Account Manager Dashboard shows the sales performance graphs.

Related Links
You can personalize the Channel Revenue Management Dashboard by clicking the
Personalize Related Links button. You can rearrange the order of the links, add
additional links or hide links. Configurations are defined at the responsibility level by
the Trade Manager Responsibility level. You can configure the following internal
dashboard options in the Channel Revenue Management dashboard:
• Notifications (Workflow)
• My Tasks (CRM tasks)
• Calendar (CRM calendar)
• Offer Evaluator
• Offer Worksheet Summary
• Audit Retail Conditions (Renamed from Capture Retail Price)
• Discoverer Reports (links to Discoverer application. No reports are seeded)
• XML Publisher reports (links to XML Publisher application. No reports are seeded)
• Setting Up Claim Summary
• Quota Summary
• Budget Summary
• Products (links to Oracle Channel Revenue Management Product page)
• Customers (links to Oracle Channel Revenue Management Customer page)

My Accounts and My Products

Account managers with access to the dashboard can view budget utilized, earned, paid,
and unpaid earnings for their customers on the My Accounts and My Products regions
in the Account Manager Dashboard. You can use the personalization option to expose
or hide these columns.
Note: The utilized, earned and paid information is visible on the

dashboard provided the customer accounts or sites fall within your

territory, even if those balances belong to budgets to which you do not
have any access. All Period Types will be available in General Ledger
Trade Planning Thresholds

Trade Planning thresholds are flexible alerts set by the Administrator to notify the sales
team when business conditions change. For example, the Administrator can create a
rule set to alert the sales team if it does not achieve its targets on time. This enables the
sales team to take timely actions to improve its performance.
Trade planning thresholds can appear in one of the following ways and can be set up
for quotas and budgets:
• Notification Alerts: When the threshold condition occurs in the specified start date
and end date range, a notification is sent through Oracle Workflow based on the
frequency indicated by the rule.
• Dashboard Alerts: Dashboard alerts appear as icons in the Account Manager

Dashboard. When the threshold condition occurs in the specified start date and end
date range, you see the icon that meets the condition in the dashboard every time
you log in. The icons represent one of the following conditions:
• Acceptable: indicated by a tick mark
• Warning: indicated by an exclamation mark
• Not Acceptable: indicated by a cross mark
Thresholds include threshold rule sets and threshold rules.

• A threshold rule set consists of one or more threshold rules. Each threshold rule set
can have its own start date and end date.
• Threshold rules belonging to a threshold rule set can also have individual start
dates and end dates, but these must fall within the start date and end date range of
the threshold rule set.
• You can modify, extend, and personalize threshold rule sets and threshold rules
based on the profile option settings made by the Administrator.
See the section titled Set Up Threshold Rules for Quota Related Alerts in the Oracle Channel
Revenue Management Implementation Guide for more information on setting up
thresholds.
Audit Retail Conditions

Retail price is the price at which a retailer sells your products to end-customers. Use the

Audit Retail Conditions quick link to record the retail prices at which a specific retailer
sells your products. Each retailer may sell your products at a different retail price. For
example, Walmart may sell your product, Product A at $10.00, while Bigmall may sell
the same Product A at $12.00. A history of the pricing information is also saved over
time and is available for review.
To capture retail pricing information, log into Oracle Channel Revenue Management
with Account Manager responsibility.
Navigation: Account Manager Dashboard > Audit Retail Conditions
1. Click the Audit Retail Conditions quick link.
2. Select a Customer Name and Location.
3. To search for the retail prices at which a retailer sells a particular product, complete
the following steps:
1. Select a product from the Product LOV.
2. Select a Product, and select the Start Date and End Date.
3. Click Go.
4. Optionally to add a new product, click Add Another Row.
5. Select a product, enter the details as required, and click Apply.
Collecting Retail Performance Data

You can also use the Account Manager Dashboard to enter store level conditions that
you can use to track retail store compliance with your promotional agreements with
respect to facings, displays, and features.
Follow these steps to select a specific store and product category to audit.
Log into Oracle Channel Revenue Management with Account Manager responsibility.
Navigation: Account Manager Dashboard > Audit Retail Conditions
1. Enter a Customer Name
2. Select Location (Direct Distribution (DC) or Direct Store Delivery (DSD) from
Location LOV. If you selected a Customer, the Location (stores) list is restricted to
those stores assigned to that customer. Otherwise, the Location LOV shows all
Locations for all customers in the territory. This is a required field.
3. Select Product Category from the Product Category LOV.
4. Enter audit date to retrieve data. The default is today's date.

5. Click Go to display a table listing all associated products in the category you
selected. Additional data displayed includes Retail Price and Promotional Price,
Facings, Display and Feature.
6. If the product you selected has not been audited before, the retail data and audited
date remain blank.
7. The Select checkbox defaults to False for all products. If you edit any date field for a
product, check the Select checkbox to indicate that the row was edited. Use the
Select All and Select None check boxes to check or clear the Audit flag field of all
displayed items.
8. Click the Competitor Icon to view a table of all competing products of the selected
item with retail audit data on or before the Last Audit Date. The list displays the
last reported data for each competitive product. You can also add a new competitor
item to the competitive product master list from this screen.
9. Click the History icon to display a graph of data points you select for the product or
competitive product originally selected. You can select the date range and metric to
graph. Competitive item charts of price or promotional price also plot your
product's price or promotional price for comparison. The default graph type is a bar
graph.
Viewing Budget and Claim Summary Reports

To view Budget Summary and Claim Summary reports, log into Oracle Channel
Revenue Management as Account Manager.
Navigation: Account Manager Dashboard > Budgets or Claims.
Notes:
• Budget Summary: This helps users to navigate to the budget overview without
having to change user responsibility.
• Claim Summary: This helps users to navigate to the claims overview without
having to change user responsibility.
Personalizing the My Accounts and My Products View

You can personalize the My Accounts and My Products regions to create new views
and define the manner in which the information is displayed. You can hide or show
regions and change the order in which regions are displayed. A view includes data
display specifications such as the number of rows and columns that must be displayed.
It also includes sort settings and search criteria to filter the data that is displayed in the
region. You can create any number of views, but set only one of them as a default at any
given time.

To personalize My Accounts or My Products regions, log into Oracle Channel Revenue
Management as Account Manager.
Navigation: Account Manager Dashboard > User Profile.
Notes:
• Personalize: When you click Personalize, a list of all the pre-configured and
personalized views that are applicable to the My Accounts regions are displayed.
Select your desired default view and click Apply.
• Create View: Use this option to create a new view.
• Sort Settings: The data is sorted based on the options that you select here.
Offer Evaluator and Offer Worksheet

After the process of target allocation is complete, you can start planning to achieve your
targets. You can use Offer Evaluator and Offer Worksheets to begin evaluating and
creating offers to encourage the customers to buy products.
• Understand Offer Evaluator and Offer Worksheet
• Use Offer Evaluator to search and copy offers as Offer Worksheet
• Evaluate offers by using Offer Worksheet
Understanding Offer Evaluator and Offer Worksheet

Offer Evaluator enables you to search for a list of offers that fit specific criteria such as
customers, products, territories, costs, and return on investments.
When you search by using the offer evaluator, all the matching offers are displayed.
You can create an offer by using one of these offers, or visit the offer worksheet
summary screen.
You can also apply the following operations to the list of offers returned from the Offer
Evaluator:
• Export an offer as a .csv file, save the offer and send it as an e-mail attachment.
• Display selected offers in the form of a Gantt chart.
• Copy offers to the worksheet and create new draft offers, enter and modify discount
values, and create forecasts for offers.
Each offer that is selected from the Offer Evaluator can be copied as an Offer
Worksheet. Using the Offer Worksheet, you can create new offers of the following offer

types:
• Accrual
• Off-invoice
• Lump sum
• Scan Data
• Trade Deal
When you create an offer from the Offer Worksheet, you can use the Discount
Calculator to obtain the forecasted Return on Investment (ROI). The system generates a
forecasted ROI based on the following details that you enter:
• The desired retail price point or percentage off the Manufacturer's Suggested Retail
Price (MSRP) that you would like to reach
• The retail unit of measurement, the desired retail price, and the retailer's margin
requirement
• The forecast units information.
Based on the price and margin information, the system calculates the appropriate
forecast information by using the formula:
Retail Price = (1 plus customer margin) times list price time (1 minus discount value).
You can also enter your own discount values. The ROI information is automatically
calculated based on this information. The ROI information enables you to predict the
performance of new offers.
You can also specify the performance requirements for the offer. Performance
requirements are the requirements that the retailer or wholesaler must meet to qualify
for discounts that are defined in an offer. While volume requirements are computed by
the system, performance requirements based on displays and facings must be updated
and tracked manually.
Searching for and Copying Offers

You can use the offer evaluator to search for offers based on a specific criteria and copy
these to the Offer Worksheet, log into Oracle Channel Revenue Management as
Account Manager.
Navigation:Account Manager Dashboard > Offer Evaluator.
Notes:
• Item Category: Enables you to search for offers based on products or categories that
are defined in the offer. The filter conditions apply to the selected views.

• Qualifier Filter: Enables you to search for offers based on qualifiers such as the
customer name, bill-to and ship-to locations, buying groups, lists, or segments. The
filter conditions apply to the selected views
• Advanced Search: Enables you to search for offers based on parameters such as the
forecasted ROI, actual ROI, start date, and end date of the offer.
After all offers that match the specified criteria are returned, you can use the following
options:
• Gantt Chart: Use this option to display offers in the form of a Gantt Chart.
• Export: Use this option to save the offer as a .csv file.
• Copy to Worksheet: Use this option to copy an offer as an Offer Worksheet. The
selected offers are copied as Offer Worksheets and are displayed in the Worksheet
Summary page.
Lump Sum Offer Type

You can create a Lump sum offer exclusively to offer incentives to your customers or
retailers if they perform tasks or actions that have been agreed upon.
To create an lump sum offer worksheet, select Lump Sum from the Offer Type Drop
down list in the Offer Details region on the Offer Worksheet page.
The following information applies to a Lump Sum Offer Worksheet page:
• In the header information the Committed Amount and Customer are required
fields.
• In the Products tab :

• In Distribution Type, select either Amount, Percent, or Quantity.
• Level contains all available categories including Product and Category.
• Distribution Value is either Amount or Percentage. If you do not provide a

distribution value, the program allocates the committed amount evenly among
all products.
• Check the Exclude box to exclude categories or products.
Scan Data Offer Type

Scan Data offers commonly used in the Consumer Goods industry appear as
manufacturer-sponsored coupons, consumer rebate programs, or discounts. Customers
can redeem these coupons and avail discounts on certain products. The data is
processed by third party clearing houses and passed on to the manufacturer who

reimburses the retailer. Sometimes, the retailer submits the data directly to the
manufacturer who validates it and reimburses the retailer.
To create a scan data offer worksheet, go to the Offer Worksheet page and select Scan
Data from the Offer Type Drop down list in the Offer Details region.
The following information applies to a Scan Data Offer Worksheet page:
• In the header information the Committed Amount and Customer (Account, Bill-to,
Ship-to, Buying Group) are required fields.
• In the Products tab :

• Level contains all available categories including Product and Category.
• Distribution Value is either Amount or Percentage. If you do not provide a

distribution value, the program allocates the committed amount evenly among
all products.
• Quantity default is 1
• Scan Type is POP Display, In-Store Coupon
• When a Scan Data offer is created, forecasts are made regarding the scan units
and values. Fill in the appropriate units and values respectively in Scan Unit
Forecast and Scan Value Forecast. The budget allocated for the offer depends on
the forecast value.
Net Accrual Offer Type

The net accrual offer type bypasses Advanced Pricing and directly processes order
transaction data. Accruals are applied based on the net sales of a specific customer and
product, rather than on invoiced sales. Net accrual offers can be used to establish price
protection programs. They create utilization on sales that occurred in the past.
Steps
To implement net accrual offer types, run the following concurrent programs in this
order:
1. AMS Web Execution: Refresh Offer Products and Parties
2. Net Accrual Engine
Set Up Net Accrual Rules

Net accrual rules are used to determine the net sales of product on which an accrual
discount can be applied. These rules contain all the deductions that need to be
considered on total sales of any product to arrive at the Net Sales.
For example, a sales representative sets up a deal with a customer that gives the

customer a promotion of 5% based on sales to them in the previous quarter. As a part of
the terms of this promotion, the sales representative wants to exclude the credit memos
given to the customer in the previous quarter so as to arrive at a net sales figure. He can
achieve that by creating net accrual rules and group them as a net accrual rule set. This
rule set can be specified on an Offer of type Net Accrual.
Prerequisites
None
Steps
1. Log in to Oracle Channel Revenue Management and navigate to Administration >
Trade Management > Trade Planning > Net Accrual Rules
2. Click Create.
3. Click Update.
You must also create and verify Net Accrual Rule Sets. See the Oracle Implementation
Guide for additional information.
For information on Off-invoice offers and Trade Deal offers see Offer Types in Chapter
7 in this Guide.
Creating Offers Using the Offer Worksheet

After you copy an offer as a worksheet, you can evaluate and create offers that will give
you the desired ROI. When you create an offer from the offer worksheet, you can use
the Discount Calculator to obtain a forecasted ROI value. You can also enter your own
discount values and modify them. You can enter the performance requirements for the
offer, create an offer forecast, and create new offers.
To evaluate existing offers by using the Offer Worksheet, log into Oracle Channel
Navigation: Account Manager Dashboard > Offer Worksheet.
Notes:
• Details: Use this option to evaluate an existing offer worksheet. The Worksheet
Details page picks information from the offer that was converted into the Offer
Worksheet.
• Offer Details: The information that you enter here will be used for creating the
offer forecast.
• Offer Eligibility: Use this section to specify the conditions on which the customers
will be eligible for offers.
• Discount Calculator: Use this option to obtain the forecasted ROI for the offer. Use

this option to display the forecasted revenue, forecasted costs, and the forecasted
ROI. You can use the ROI information to offer optimum discount. You can enter
different discount values until you arrive at a desired forecasted ROI.
• Performance Requirements: Use this option to define performance requirements

for the offer:
• Item Level and Item Name: Select the product item or category for which
performance requirements will be defined.
• Start Date and End Date: These dates determine the time period within which
the requirement must be executed.
• Required check box: Select this check box to make it mandatory for the
customer to enable claims settlement. This validation is not during offer
application during the order booking process but is used during claim
settlement.
• Forecast: Use this option to create an offer forecast.

• Forecast Basis: Enables you to generate a forecast based on:
• Custom Date Range: to generate the forecast for a given time period.
• Last Year Same Period: to generate the forecast based on the sales achieved
during the same period in the last year.
• Offer Code: to generate the forecast based on the performance of another

offer.
• Time Spread: The time spread that you select determines how the forecast will
be divided. For example, if you select the time spread as monthly, then the
forecast will be divided on a monthly basis.
• Offer Code: Select an offer code if you selected Offer Code as the forecast basis.
• Offers can be created or created and submitted for approval using the Save as Draft
Offer button or the Save and Submit button.
Note: You can optionally select or more worksheets from the

Worksheet Summary page and click Copy to create duplicate copies of
the offer worksheets.
Note: Now you add the Budgets to the Worksheet.

Using the Discount Calculator
When you create an offer from the offer worksheet, you can use the Discount Calculator
to obtain a forecasted ROI value. The system generates a forecasted ROI based on the
following details that you enter:
• The desired retail price point or percentage off the Manufacturer's Suggested Retail
Price (MSRP) that you would like to reach
• The retail unit of measurement, the desired retail price, and the retailer's margin
requirement
• The forecast units information
Based on the price and margin information, the system calculates the forecasted ROI by
using the formula, Retail Price = (1 + (plus) customer margin) * (times) list price * (times)
(1 - discount value).
Note: You can also use baseline sales data and promotional lift factors
to predict the performance of offer and promotional activities. They
help you to better understand past promotion performance, determine
the best offers to make, and forecast future sales. For more information,
see Setting Up Promotional Forecasting in the Oracle Channel Rebate and
Point of Sales Management Implementation Guide.
Quota Allocation
The trade planning process begins with the Sales Management allocating sales targets to
the Sales Representatives in different territories and regions. Quota is the total sales
target (in terms of money or quantity of products) that must be achieved in a specific
time period. The process whereby the Sales Management sets sales targets for
individual Sales Representatives is known as Quota Allocation.
For example, the Sales Management of an organization in US West sets a target of 1
million product units for their sales teams for the year 2004-2005. The Sales
Management later allocates this quota to Sales Representatives in different US West
territories such as California and Oregon, based on the sales performance and potential
in each of these regions. In this case, 1 million product units is the quota, and the
process by which this quota is allocated across territories is quota allocation.
The Sales Management can allocate targets by territories and by products. For more
information on quotas and quota allocation, see Chapter 4, Quota Allocation in this
guide.

Target Allocation
• Understand and work with target allocations
• Understand and work with product spreads
Understanding Target Allocation

Sales Representatives in one of the regions or territories to which the Sales Management
has allocated the quota, will receive notifications when quota allocation is complete.
Sales Representatives can use the Account Manager Dashboard to view their quota.
The allocated quota is automatically reallocated among each of the customer accounts.
This automatic allocation is known as Account Allocation or Target Allocation. The
target allocation worksheet provides a comprehensive view of how the quota has been
allocated to each of your accounts and displays the targets that must be achieved for
each of the accounts.
Note: A customer account may have multiple bill-to and sold-to

locations. The target allocation worksheet displays the targets for bill-to
and sold-to locations. The rollup view of the customer account shows
the sum total of all the targets that have been allocated to all of its bill-
to and ship-to locations.
For example, the Sales Management of Vision Industries, USA has created a quota
allocation for 1 million product units (Monitors, Keyboards, and Printers) for its sales
teams for the year 2004-2005. They select a quarterly time spread. The quota that has
been allocated to you, a Sales Representative in New York is 100,000 product units.
You are responsible for the customer accounts--Fabstore, Bigmall, Megastar, and
Shopping World. You receive a notification after the process of quota allocation is
complete. You log into the Account Manager Dashboard and view the Quota Summary.
You can see that the quota allocated to you has been automatically reallocated among
Fabstore, Bigmall, Megastar, and Shopping World. The target allocation worksheet will
appear as shown below.
Target Allocation Worksheet
Account Jan - Mar Apr - Jun Jul - Sep Oct - Dec Total
Fabstore 4,000 4,500 3,100 1,200 12,800
Bigmall 5,000 4,050 4,000 2,100 15,150

Megastar 7,500 3,900 1,650 3,000 16,050
Shopping 10,500 11,600 8,500 25,400 56,000

World
Unallocated 0 0 0 0 0
Targets will be allocated based on the sales that were achieved during the same period
in the previous year. If there is any unallocated quota, it is accounted for in a category
known as Unallocated. If there is any quota that you are not able to achieve, you can
justify it by using the notes feature.
You can also remove customer accounts or a bill-to or sold-to location from a target
allocation. If you remove a customer account from a target allocation, the allocation is
reconfigured accordingly. The target that was allocated to the specific customer account
will be moved into the category--Unallocated.
For example, if you remove the customer account Shopping World from the target
allocation worksheet, the new worksheet appears as shown below. Notice that the
target that was allocated to Shopping World has moved into Unallocated.
Fabstore 4000 4500 3100 1200 12800
Bigmall 5000 4050 4000 2100 15150
Megastar 7500 3900 1650 3000 16050
Unallocated 10,500 11600 8500 25400 56000
For each of the customer accounts, you can view the product spread and the account
plan.
Viewing and Modifying a Target Allocation

If you are the Sales Representative in one of the regions or territories to which the Sales
Management has allocated the quota, you will receive notifications after the process of

quota allocation is complete. The quota allocated to you will be automatically
reallocated among each of your customer accounts. This allocation worksheet is known
as Account Allocation or Target Allocation. You cannot modify the allocation numbers
in the target allocation worksheet. However, you can remove customer accounts from
the target allocation worksheet.
To view or modify a target allocation, log into Oracle Channel Revenue Management as
Account Manager.
Navigation: Account Manager Dashboard > Quota Summary.
Notes:
• Account Allocation: Enables you to view the target allocation of the selected
account and quota. All the accounts that you are responsible for will be listed in the
Target Allocations Worksheet page. The allocation will be based on the sales figures
during the same period in the previous year. If there is any unallocated target, it
will be accounted for in the general category--Others.
• Recalculate: Enables you to recalculate the allocation numbers after making

changes.
• Update Account Selection: Use this option to remove a customer account or a bill-
to or sold-to location of a customer account. Note that if you remove a customer
account or a related bill-to or sold-to location, the corresponding allocation
numbers are moved to the category--Unallocated.
Viewing the Product Spread

To view the product spread for a customer account or any of its bill-to or sold-to
location, log into Oracle Channel Revenue Management as Account Manager.
Prerequisites:
• A quota must have been allocated.
• Products must have been defined for the quota.
Navigation: Account Manager Dashboard > Quota Summary.

Notes:
• Target Allocation: Use this option to view the product spread for a quota. All the
accounts that you are responsible for will be listed in the Target Allocations
Worksheet page. You can see that targets have been automatically allocated to each
of the accounts. The business process view can be setup at the user level.
• Product Spread: Use this option to view the product spread of an account. To view
the product spread for a bill-to or sold-to location of a customer account, first
expand the customer account and then click the corresponding Product Spread
icon. The product spread is based on the sales figures during the same period in the

previous year. Unallocated products are accounted for in the general category--
Others.
Account Planning
The account plan of a customer provides an overall view of the activities related to the
customer account. You can access information such as trade promotions, outstanding
claims, details of competitive products, and all other activities that are related to a
customer account. You can also forecast, plan, create, and evaluate trade promotion
activities such as offers and campaigns, and evaluate potential returns.
• Understand the concept of Account Planning
• Display offers in the form of a Gantt Chart
• View sales graphs of an account
• Update retail pricing and details of competitors' products
Overview of Account Plan

After the process of quota allocation is complete, along with the target allocation,
account plans are automatically created for each account. An account plan of a customer
account includes the customer details, quota details, activity summary report,
information about the retailer's performance, retail price points, and notes and
attachments.
You can access the account plan for a customer by drilling down the customer account
in the Account Manager Dashboard. The quota details that appear for each of the
customers is based on the target allocation.
The Activities region in an account plan enables you to view all offers and campaigns
that are associated with the customer account. You can view the offer details, budget
details, forecasted units and the actual units of products that have been sold.
The Activities sub tab includes two regions--Manufacturer's Activities, and Retailer's
Performances.
• Manufacturer's Activities region: You can use the offer evaluator and offer
worksheet to create and evaluate offers to fetch the desired return on investments.
You can view Gantt charts for selected offers, and view the sales performance graph
of the account. You can select one or more offers and export them as a .csv offer by
clicking Export.
• Retailer's Performances region: You can view the performance activities associated
with the offer. If the performance requirements for an offer have been met, you can

mark the offer accordingly by checking the respective Activity Completed check
box.
For example, you may have an agreement with a retailer where the retailer will be
eligible for a lump sum amount if the they display a poster of your new product in the
showroom for a month. Displaying the poster is the performance activity that has been
agreed upon. After you verify that the retailer has performed according to the
agreement, you can mark the offer for completion of the activity.
Displaying Offers In a Gantt Chart

To select offers and display them in the form of a Gantt Chart, log into Oracle Channel
Prerequisites:
• Target allocation must be complete.
• Customer accounts and offers must exist.
Navigation: Account Manager Dashboard > My Accounts region > Customer Account >
Activity Summary sub tab.
Notes:
• Activity Summary: The Activity Summary sub tab displays the offers that are
applicable to the customer's account. Select the offers that you would like to display
in the form of a Gantt Chart.
Viewing Account Budget Utilization Details

A budget can fund many trade promotion activities. Funds from the budget are
committed against each of these trade promotion activities, and are utilized over a
period of time. The budget checkbook gives the status of the funds in a budget
including the total, committed, utilized, earned, paid amounts, and the GL posting
details of the budget.
A budget is utilized when you withdraw funds to execute trade promotion activities.
The utilized, earned, and paid columns in the budget are updated during various stages
of offer execution, and these columns enable you to track fund utilization.
In the My Accounts and My Products region of the Account Manager Dashboard you
can view budget utilized, earned, paid and unpaid earnings. You can use the
personalization option to hide or expose these columns. The columns include:
• Year to Date (YTD) Baseline (lesser of: forecasted baseline or YTD sales)
• YTD Incremental (greater of: 0 or YTD sales minus YTD baseline)
• This Month Baseline (lesser of: forecasted baseline or MTD sales)

• This Month Incremental (greater of: 0 or MTD sales minus MTD baseline)
• All Open Claims ( Open Claims are linked to claims summary and are not available
on My Products.)
• YTD Funds Utilized
• YTD Funds Earned
• YTD Funds Paid
• Quarter-to-day (QTD) Funds Utilized
• QTD Funds Earned
• QTD Funds Paid
• Month-to-day (MTD) Funds Utilized
• MTD Funds Earned
• MTD Funds Paid
• All Funds Unpaid
• All Open Claims
The utilized, earned, and paid information is visible on the dashboard provided the
customer accounts or sites fall within your territory. This information will display even
if those balances belong to budgets which you do not have access to.
The profile option OZF: Highest Period Level of Budget Utilization Payment Details
determines if MTD, QTD, and YTD funds columns are hyperlinked to transactional
details.
• If the profile value is YTD, then MTD, QTD, and YTD fund columns are
hyperlinked to details.
• If the profile value is QTD, then MTD and QTD fund columns are hyperlinked to
details. YTD fund columns display the totals but do not have a hyperlink to details.
• If the profile value is MTD, then MTD fund columns are hyperlinked to details.
QTD and YTD fund columns display the totals but do not have links to details.
Funds Earned, Funds Utilized, Funds Paid Column Details

Links for Funds Earned, Funds Utilized, and Funds Paid provide visibility to the
transactional details for that period, YTD or MTD. There is also a link to Order details.
The scope is restricted to the Bill-To's and Ship-To's within your Territories.

Funds Unpaid Column Details
Links for Unpaid is all money currently due. The scope is restricted to the Bill-To's and
Ship-To's within your Territories. There is also a link to Order details
Open Claims DetailsUse the Open Claims link to view the transactional details. The
scope is restricted to the Bill-To's and Ship-To's within your Territories. There are also
links to open claim details.
Viewing Sales Graphs of an Account

During the target allocation process and offer creation process, you can view the sales
performance of the account in the form of a graph. You can select various combinations
based on the customer and ship-to sites, product categories and products, and the time
(start date and end date).
To personalize and view sales graphs for a customer account, log into Oracle Channel
Prerequisites:
• Target allocation must be complete.
• Customer accounts and transactions must exist.
Navigation: Account Manager Dashboard > My Accounts region > Customer Account >
Activities sub tab > Sales Analysis.
Notes:
• Time Spread: Enables you to display the graph based on time spread options such
as monthly, quarterly, or yearly.
• Item Type and Account Type: The item type and account type that you select here
determines the values for which you can generate the graphs. For example, if you
select Item Type equals Products, and Account Type equals Accounts-Ship To, then
all the products, and ship-to locations for the customer account are listed. Choose a
combination of these values to generate the graph.
Adding a Note to an Account Plan

Use the following procedure to add a note to a customer's account plan.
Example
Prerequisites
An existing account plan.
Steps
1. Log into Oracle Channel Revenue Management as Account Manager, and click
Account Manager Dashboard.

2. In the My Accounts region, drill down the customer account.
3. Click the Notes sub tab, and select a note type from the Type drop-down list. The
note will be classified based on the type that you select. This will enable you to
search for notes belonging to a particular type.
4. Type in any form of free text for the note.
5. Click Add to Notes. The note will be listed in the List of Notes region.
6. Optionally, complete the following steps to add an attachment to an existing note:

1. Click the corresponding Update icon.
2. Click Add Attachments in the Attachments page.
3. Enter a description for the attachment.
4. Select from one of the following options:

• File: to add an existing file as an attachment.
• Text: to enter text and add it as an attachment.
• URL: to add a URL as an attachment.
5. Click Apply.
7. Optionally, to delete a note, click the corresponding Delete icon.

9
Campaigns and Programs

• Overview of Campaigns and Programs
• Understanding Campaigns
• Understanding Programs
Overview of Campaigns and Programs

One of the biggest challenges for business managers is to envision and develop
marketing programs for their products and services. To meet such a challenge, you can
create and execute marketing activities with specific themes and goals.
Campaigns and Programs are key features of Oracle Marketing, but you can also access
campaigns and programs from within Oracle Channel Revenue Management. This
integration with Oracle Marketing enables the sales and marketing departments in your
organization to effectively coordinate with each other to facilitate marketing and trade
promotion activities. For example, the marketing department may plan for a campaign
to advertise a new product. During campaign execution, they may also create offers to
sell the product at a discounted price. You can use campaigns, and programs along with
offers in business scenarios where the marketing and sales activities co-exist.
A campaign is a marketing activity, which primarily aims at promoting product sales
and advertising products in the market to increase customer awareness.
This chapter gives you only an overview of campaigns and programs. For more
information on campaigns and programs, see the chapters titled Creating and Using
Campaigns and Planning and Using Programs in the Oracle Marketing User Guide.
Understanding Campaigns
In Oracle Marketing, a campaign is a collection of marketing activities that are designed
to support a goal. A campaign is the medium for putting information about an
organization's products, services, offers, and spreading messages to existing and
Campaigns and Programs 9-1

potential customers.
A marketing campaign consists of the campaign and its schedules. A schedule
determines where, when, and how a campaign activity is executed. A campaign may
have multiple schedules for different marketing channels, and for execution of a
campaign over a period of time.
For example, Vision Mobile wants to promote their new wireless instant messaging.
They create a campaign called "Wireless IM Promotion" and they add schedules under
that campaign. They may add an outbound telemarketing component in which
Telemarketing Representatives call a list of people to see if they want the new service.
They may have a banner advertisement that promotes the service and directs people to
a web registration page. They may also have an e-mail blast that goes out to a list of
contacts, who can then click on a link to reach a Web registration page.
Through its life cycle, a campaign goes through a number of status transitions including
Planned, New, Pending Theme Approval, Pending Budget Approval, and Active. For
more details, see the chapter titled Creating and Using Campaigns in the Oracle Marketing
User Guide.
Components of a Campaign
Campaigns are constructed using a wide variety of marketing objects. The basic
components of campaigns are its theme, funding (budgets), execution (schedules),
target audience (lists and marketing mediums), cost (costs), and effectiveness
measuring devices (metrics). A campaign in Oracle Marketing is a planning tool, and
you can create campaign schedules to execute it. For full details on Campaign
Processes, see the chapter titled Creating and Using Campaigns in the Oracle Marketing
User Guide.
Working with Campaigns

For detailed information on how to create a campaign and source a budget for a
campaign see the chapter titled Creating and Using Campaigns in the Oracle Marketing
User Guide.
Understanding Programs
Programs are umbrella objects that are used to combine different Campaigns, Events,
Deals, Promotions and other objects into one entity. In a hierarchy of marketing objects,
a program is at the top. All other objects can be a part of the program. In this way, a
new product launch may have events, campaigns, promotions, advertising, trade
management deals and more, all coordinated from one point in Oracle Channel
Revenue Management.
For detailed information on creating a marketing program and adding components to a
marketing program, see the chapter titled Planning and Using Programs in the Oracle
Marketing User Guide.

Index
Flow, 8-1
A Offer Evaluator, 8-9
Copy Lump Sum Offer, 8-11
Account Manager
Copy Net Accrual Offer, 8-12
Account Planning, 8-19
Copy Offers, 8-10
Budget Utilization, 8-20
Copy Scan Data Offer, 8-11
Gantt Chart, 8-20
Overview, 8-9
Graphs, 8-22
Offer Worksheet, 8-9
Note, 8-22
Create Offers, 8-13
Overview, 8-19
Overview, 8-1
Sales Graphs, 8-22
Product Spread, 8-18
Alerts
Quota Allocation, 8-15
Trade Planning, 8-6
Regions, 8-4
Audit Retail Conditions, 8-6
Personalize, 8-8
Budget Summary
Reports
Reports, 8-8
Budget Summary, 8-8
Claim Summary
Claim Summary, 8-8
Reports, 8-8
Retail Price, 8-6
Components, 8-2
ROI Forecast, 8-15
Components
Target Allocation, 8-16
Account Planning, 8-3
Edit, 8-17
Offer Creation, 8-3
Overview, 8-16
Offer Execution, 8-3
Trade Planning
Performance Tracking, 8-3
Thresholds, 8-6
Accrual Offer, 6-5
Retail Execution, 8-3
See also Offer Types
Target Allocation, 8-2
Dashboard
Personalize, 8-4 B
Regions, 8-4 Budget Adjustment
Use, 8-3 Procedure, 5-38
Discount Calculator Budget Adjustments
ROI Forecast, 8-15 Accrual Accounting
Index-1
Advanced, 5-45 Process, 5-18
Basic, 5-44 Statuses, 5-18
Accrual Offer, 5-40 Budget-Offer, 5-16
Accrual Offers Budget Request
Lump Sum, 5-41 Approve, 5-33
Scan Data, 5-42 Create, 5-32
Volume, 5-43 Budget Requests, 5-31
Create, 5-38 Budget Transfer
Decrease Committed, 5-36 Create, 5-33
Increase Committed, 5-36 Mass Transfer, 5-33
Lump Sum Offers, 5-41 Budget Transfers, 5-31
Offers Category, 5-8
Accruals, 5-40 Checkbook, 5-50
Off- Invoice, 5-39 Committed
Off-Invoice Decrease, 5-36
Accounting, 5-43 Increase, 5-36
GL Entries, 5-43 Components, 5-2
Scan Data Offers, 5-42 Copy, 5-18
Volume Offers, 5-43 Create, 5-3
Budget Allocation, 5-21 Delete, 5-18
Activate, 5-28 Eligibility
Change Request Market, 5-12
Approve, 5-28 Product, 5-12
Submit, 5-27 Fixed Budget, 5-4
Create, 5-26 Holdback Amount, 5-12
Budget Reconciliation Mass Transfer
Overview, 5-46 Unearned Funds, 5-33
Procedure, 5-48 Org-Striping, 5-9
Unutilized, 5-46, 5-47 Impact, 5-10
budgets Overview, 5-1
updating accounting details, 5-11 Process, 5-2
Budgets Recalculated Committed, 5-34
Accrued View, 5-36
See Fully Accrued Budget Reconcile
Adjust See Budget Reconciliation
Recalculated Committed, 5-34 Segments, 5-12
Adjustments Statuses, 5-18
See Budget Adjustments Territories, 5-12
Allocate, 5-21 Thresholds, 5-9
Activate, 5-28 Add, 5-11
Bottom-Up, 5-25 Tracking
Create, 5-26 Overview, 5-49
Process, 5-22 Tree, 5-4
Top-Down, 5-25 Unutilized
Approve, 5-18 Reconcile, 5-46, 5-47
Initiate, 5-21 Utilization
Procedure, 5-21 Validation, 5-16
Index-2
Utilize, 5-29 See Programs
Validation chargeback
Utilization, 5-16 acquisition cost, 7-10
Views verification, 7-10
See Budget Tracking item verification, 7-9
Customer, 5-57 price list, 7-10
Rollup, 5-55 verification, 7-10
self, 5-55 statuses, 7-16
Utilization, 5-52 validation
budget thresholds acquisition cost verification, 7-10
adding, 5-11 item verification, 7-9
Budget Thresholds, 5-9 price list verification, 7-10
Budget Tracking, 5-49 Chargeback, 7-4
Budget Checkbook, 5-50 Batches, 7-19
Checkbooks Details, 7-21
Budget Details, 5-51 Lines, 7-21
Transactions, 5-51 Process, 7-22
Customer View, 5-57 Claim, 7-14
Offer Checkbook, 5-56 Process, 7-23
Order Details, 5-59 CSV Files, 7-6
Roll-up View, 5-55 Flow, 7-5
Self View, 5-55 Inventory Verification, 7-9
Utilization, 5-52 Overview, 7-4
Budget Utilization, 5-29 Payment, 7-23
Overview, 5-29 Process Flow, 7-5
Requests, 5-31 Processing, 7-11
Transfers, 5-31 Reconcile, 7-11
Settlement, 7-14
C Submit
Thresholds, 7-10
Campaigns
Tolerance, 7-10
Components, 9-2
Submit Method
Create, 9-2
Flat Files, 7-6
Overview, 9-1
Transaction
Process, 9-2
Import, 7-20
Use, 9-2
Transactions, 7-19
Channel Rebate
Process, 7-22
Campaigns
Validation, 7-9
See Campaigns
WebADI, 7-20
Marketing Campaigns
Customer Accounts
See Campaigns
Related Customers, 2-1
Marketing Integration
Customers
See Campaigns
Groups, 2-6
See Programs
Lists, 2-6
Marketing Programs
Marketing
See Programs
Segments, 2-6
Programs
Organization
Index-3
See Organization and Person Account Manager, 1-2
Overview, 2-1 Budgets, 1-2
Person Customers, 1-1
See Organization and Person Marketing
Segments, 2-6 Campaigns, 1-2
View Programs, 1-2
Transactions, 2-5 Offers, 1-2
Point-of-Sale, 1-2
F Price Lists, 1-1
Products, 1-1
Fixed Budget, 5-4
Quotas, 1-1
Create, 5-10
Trade Planning, 1-2
Market Eligibility
Define, 5-14
Products L
Update, 5-15 List Import, 2-9
Fully Accrued Budget, 5-5 Errors, 2-10
Create, 5-10 Overview, 2-9
Market Eligibility Procedure, 2-10
Define, 5-14 Purchased Lists, 2-10
Products Rented Lists, 2-10
Update, 5-16 Lists
Fund Requests, 7-26 Create, 2-6
Approve, 7-38 Import, 2-9
Budget Request Manage, 2-6
Approve, 7-38 Lump Sum Offer, 6-5
Claim See also Offer Types
Settle, 7-39
Submit, 7-39 M
View, 7-39
Market Eligibility
Flow, 7-33
Budgets, 5-12
Overview, 7-31
Define
Process Flow, 7-33
Fixed Budget, 5-14
Reassign, 7-38
Fully Accrued Budget, 5-14
Statuses, 7-34
Fixed Budget
Transactions, 7-35
Define, 5-14
Funds Request
Edit, 7-38
Define, 5-14
Submit, 7-37
N
I
Net Accrual Offer, 6-6
Import
Lists, 2-9
Indirect Inventory Tracking, 7-24
O
Adjust, 7-25
Summary, 7-25 Offer
Introduction, 1-1 Create
Index-4
Conditions, 6-23 Payment Options, 6-33
Offer Approval Price Lists, 6-40
Budget-Offer Validation, 6-64 Qualifiers, 6-25
Overview, 6-61 Creation Process
Process, 6-61 Components, 6-3
Statuses, 6-62 Discount
Submit, 6-64 Level, 6-18
Offer Forecasting Tiers, 6-18
Basis, 6-56 Execute, 6-65
Create, 6-54 Flow, 6-2
Edit, 6-54 Forecast
Flow, 6-50 See Offer Forecasting
ROI Forecasting
Calculate, 6-57 Overview, 6-49
View, 6-58 Funding Source, 6-59
Versions, 6-57 Funds
Offer Funding Source, 6-59
Budget Transfer, 6-60 See also Offer Funding
Overview, 6-59 Limits, 6-40
Request, 6-60 Procedure, 6-42
Offer Qualifiers Lump Sum Offer, 6-5
Order Dates, 6-12 Market Eligibility, 6-27
Performance Dates, 6-12 Procedure, 6-29
Shipping Dates, 6-12 Market Options, 6-30
offers MOAC, 6-19
approval Modifiers, 6-33
approving, 6-65 Net Accrual Offer, 6-6
performance rules, 6-37 Off-Invoice Offer, 6-6
specifying, 6-39 Order Value Offer, 6-6
Offers Org-Striping, 6-19
Account Status, 6-32 Impact, 6-19, 6-20
Accrual Offer, 6-5 Overview, 6-1
Adjustments, 6-42 Payment Options, 6-33
Approve, 6-46 Dates, 6-35
Create, 6-45 Methods, 6-35
Volume Offers, 6-45 Procedure, 6-36
Approve, 6-61 Price Lists, 6-40
See also Offer Approval Procedure, 6-42
Create, 6-21 Process, 6-2
Adjust, 6-42 Promotional Goods Offer, 6-6
Approve, 6-32 Qualifiers
Copy, 6-25 See Offer Qualifiers
Discount Rules, 6-25 Scan Data Offer, 6-7
Limits, 6-40 Source Funds, 6-59
Market Eligibility, 6-27 Status, 6-32
Market Options, 6-30 Statuses, 6-62
Modifiers, 6-33 Terms Upgrade Offer, 6-7
Index-5
Trade Deal, 6-8
Types P
See Offer Types
Partners
Web Offers
Partner Contacts, 2-1
Internet Promotions
performance requirements
See Web Offers
specifying, 6-39
Offer Types
performance rules, 6-37
Accrual, 6-5
specifying, 6-39
Lump Sum, 6-5
Person
Net Accrual, 6-6
Create, 2-6
Off-Invoice, 6-6
View, 2-5
Order Value, 6-6
Others
Inventory
Discount Rules, 6-26
See Indirect Inventory Tracking
Qualifiers, 6-26
Referrals, 7-41
Promotional Goods, 6-6
Soft Fund Requests
Scan Data, 6-7
See Fund Requests
Terms Upgrade, 6-7
Special Pricing Requests, 7-26
Trade Deal, 6-8
Volume Offer, 6-8
Chargeback, 7-4
Off-Invoice Offer, 6-6
MOAC, 7-3
Org-Striping, 7-3
Order Value Offer, 6-6
Impact, 7-3
Overview, 7-1
Organization
Third Party Accruals, 7-4
Create, 2-4
Volume Offers, 7-2
View, 2-5
Price Lists
Organization and Person
Create, 3-3
Customers, 2-1
Manage, 3-2
Accounts, 2-1
Market Eligibility, 3-3
Buying Groups, 2-1
Overview, 3-1
Partners, 2-1
Product Eligibility
Relationships, 2-1
Budgets, 5-15
Overview, 2-1
Fixed Budget
Overview, 1-1
Update, 5-15
Account Manager, 1-2
Budgets, 1-2
Update, 5-16
Customers, 1-1
Update
Marketing
Fixed Budget, 5-15
Campaigns, 1-2
Fully Accrued Budget, 5-16
Programs, 1-2
Products
Offers, 1-2
Manage, 3-1
Point-of-Sale, 1-2
Overview, 3-1
Price Lists, 1-1
Price Lists, 3-1
Products, 1-1
Product Spread
Quotas, 1-1
generating and modifying, 4-12
Trade Planning, 1-2
Index-6
Programs Overview, 4-1
Overview, 9-2 Product
Promotional Goods Offer, 6-6 Eligibility, 4-3
See also Offer Types Spread, 4-3
Product Spread
Q Create, 4-12
Update, 4-12
Quota
Approve
Search, 4-17
Procedure, 4-13
Advanced, 4-17
Submit, 4-13
Statuses, 4-7
Product Eligibility
Users
Update, 4-12
Add, 4-14
quota allocation
Remove, 4-14
approving, 4-16
creating, 4-14
Quota Allocation R
Bottom-Up, 4-8 Recalculated Committed
Change Request, 4-15, 4-16 View, 5-36
Change Request Referrals, 7-41
Submit, 4-15 Flow, 7-41
Update , 4-16 Process Flow, 7-41
Notes, 4-9
Options, 4-9 S
Org-Striping, 4-6
Scan Data Offer, 6-7
Overview, 4-1
Process, 4-2
Segments, 2-6
Top-Down, 4-8
Create, 2-7
Change Request, 4-15, 4-16
Hierarchies, 2-7
Type, 4-8
Overview, 2-6
Views, 4-8
Queries, 2-7
Quota Allocations
special pricing
Create, 4-10
statuses, 7-31
Quotas
Special Pricing Requests, 7-26
Approval, 4-7
Approve, 7-29, 7-38
Create, 4-10
Bid Request
Procedure, 4-10
Submit, 7-28
Public API, 4-11
Blanket Request
Eligibility
Submit, 7-28
Market, 4-3
Budget Request
Product, 4-3
Approve, 7-38
Market Eligibility, 4-3
Claim
Update, 4-11
Pay, 7-30
Notes, 4-9
Settle, 7-30, 7-39
Options, 4-9
Submit, 7-39
Add Users, 4-14
View, 7-39
Remove Users, 4-14
Customer Records
Index-7
Deduplicaiton, 7-40 See Offers
Using Existing, 7-40
DQM Approval, 7-40 V
Edit, 7-36
Vendor Rebates, 6-27
Flow, 7-26
Volume Offer
Meet Competitor Quote
Approve, 6-32
Submit, 7-28
Create, 6-9
Offer
Discount Table, 6-9
New Inventory, 7-29
Multiple, 6-11
On-Hand Inventory, 7-29
Market Eligibility
Overview, 7-26
Define, 6-10
Process Flow, 7-26
Market Options
Reassign, 7-38
Define, 6-10
Settle, 7-30
Multiple Rates, 6-9
Ship from Stock, 7-29
Performance Tiers, 6-8
Submit, 7-28, 7-36
Retroactive, 6-8
Transactions, 7-35
Volume Offers
Adjust, 6-45
T
Terms Upgrade Offer, 6-7 W
Web Offer
Third Party Accrual
Click Through
Claim
Seeded, 6-14
Process, 7-23
Image
Payment, 7-23
Click Through Destination, 6-15
Third Party Accruals, 7-4
Edit, 6-17
Batches, 7-19
Text
Details, 7-21
Click Through Destination, 6-15
Lines, 7-21
Edit, 6-17
Process, 7-22
Web Offers, 6-13
Flow, 7-17
Action Items, 6-14
Overview, 7-16
Image, 6-13
Process Flow, 7-17
Text, 6-14
Transaction
Import, 7-20
Transactions, 7-19
Process, 7-22
WebADI, 7-20
Trade Deal, 6-8
Discount Rules
Accrual, 6-8
Off-Invoice, 6-8
Trade Planning
See Offers
Trade Promotion
Index-8

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Oracle® Channel Rebate and Point-of-Sale

Part No. E49077-09

Primary Author: Prashanti Gajjala

Contributor: Archana Vadya, Joshua Mahendran, Ranjith Sundaram, Samir Agrawal

Send Us Your Comments

3 Products and Price Lists

4 Quotas and Quota Allocation

6 Trade Planning and Offers

8 Account Manager Dashboard

9 Campaigns and Programs

Access to Oracle Support

• Oracle Electronic Technical Reference Manual - The Oracle Electronic Technical

Guides Related to All Products

Oracle E-Business Suite User's Guide

Oracle Advanced Pricing Implementation Guide

Oracle Advanced Pricing User's Guide

Oracle Marketing Implementation Guide

Oracle Marketing User Guide

Oracle Channel Revenue Management Implementation and Administration Guide

Oracle Receivables User Guide

Installation and System Administration

Oracle Alert User's Guide

Oracle E-Business Suite Concepts

Oracle E-Business Suite CRM System Administrator's Guide

Oracle E-Business Suite Developer's Guide

Oracle E-Business Suite Installation Guide: Using Rapid Install

Oracle E-Business Suite Maintenance Guide

Oracle E-Business Suite Security Guide

Oracle E-Business Suite Setup Guide

Oracle E-Business Suite User Interface Standards for Forms-Based Products

Other Implementation Documentation

Oracle Approvals Management Implementation Guide

Oracle Diagnostics Framework User's Guide

Oracle E-Business Suite Flexfields Guide

Oracle E-Business Suite Integrated SOA Gateway User's Guide

Oracle E-Business Suite Multiple Organizations Implementation Guide

Oracle e-Commerce Gateway Implementation Guide

Oracle e-Commerce Gateway User's Guide

Oracle iSetup User's Guide

Oracle Product Hub User's Guide

Oracle Web Applications Desktop Integrator Implementation and Administration Guide

Oracle Workflow Administrator's Guide

Oracle Workflow Developer's Guide

Oracle Workflow User's Guide

Oracle XML Publisher Administration and Developer's Guide

Oracle XML Publisher Report Designer's Guide

Training and Support

Do Not Use Database Tools to Modify Oracle E-Business Suite Data

This chapter covers the following topics:

Products and Price Lists

Trade Planning and Offers

Campaigns and Programs

1-2 Oracle Channel Rebate and Point-of-Sale Management User Guide

This chapter covers the following topics:

Organization and Person

• Access Customer 360 View

Note: This section only gives a brief overview of Organization and

2-2 Oracle Channel Rebate and Point-of-Sale Management User Guide

Organization to Person This includes business contact relationships.